Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative Hardcover - 2022

From the rear cover

In Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative, veteran sales leader and bestselling author Anthony Iannarino delivers an incisive and eye-opening roadmap to commercial success. The book teaches sales professionals to approach every sale from a position of authority and expertise. Emphasizing an ethical obligation towards the client that demands nuanced and helpful advice, salespeople will learn to fully utilize their strength

This guidebook demonstrates how salespeople can put themselves in a "One-Up" position, helping companies and individuals course-correct by offering the advantages that they deliver. A step-by-step approach to becoming "One-Up" appears alongside crucial strategies, tactics, and talk tracks to help further salespeople's objectives. Readers will also find helpful terminology and vocabulary that allows them to approach their clients with tact while still addressing the weaknesses of their systems.

The tactics contained within offer concrete ways for readers to serve their clients, share their expertise, and guide their clients to achieve positive results. Elite Sales Strategies empowers sales professionals to transform clients who find themselves in a "One-Down" position--due to poor decision-making, inadequate understanding of the market, or simply bad luck--to "One-Up" themselves.

Ideal for all professionals engaged in business-to-business sales, Elite Sales Strategies is a no-nonsense, effective, and principled blueprint to selling that will have an immediate impact on sales results. It's also a must-read for executives, managers, and operations professionals seeking to improve their sales-related skills.

From the jacket flap

In Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative, veteran sales leader and bestselling author Anthony Iannarino delivers an incisive and eye-opening roadmap to commercial success. The book teaches sales professionals to approach every sale from a position of authority and expertise. Emphasizing an ethical obligation towards the client that demands nuanced and helpful advice, salespeople will learn to fully utilize their strength

This guidebook demonstrates how salespeople can put themselves in a "One-Up" position, helping companies and individuals course-correct by offering the advantages that they deliver. A step-by-step approach to becoming "One-Up" appears alongside crucial strategies, tactics, and talk tracks to help further salespeople's objectives. Readers will also find helpful terminology and vocabulary that allows them to approach their clients with tact while still addressing the weaknesses of their systems.

The tactics contained within offer concrete ways for readers to serve their clients, share their expertise, and guide their clients to achieve positive results. Elite Sales Strategies empowers sales professionals to transform clients who find themselves in a "One-Down" position--due to poor decision-making, inadequate understanding of the market, or simply bad luck--to "One-Up" themselves.

Ideal for all professionals engaged in business-to-business sales, Elite Sales Strategies is a no-nonsense, effective, and principled blueprint to selling that will have an immediate impact on sales results. It's also a must-read for executives, managers, and operations professionals seeking to improve their sales-related skills.