{"product_id":"elite-sales-strategies-isbn-9781119858942","title":"Elite Sales Strategies","description":"\u003cp\u003e\u003cb\u003eAccelerate your sales career with this how-to book from an expert in sales \u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eElite Sales Strategies\u003c\/i\u003e, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized.  \u003c\/p\u003e\u003cp\u003eThis guidebook suggests putting yourself in a “one-up” position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a “one-down” position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become “one-up” themselves in their own field and ensure they achieve the better results they need. In addition, \u003ci\u003eElite Sales Strategies\u003c\/i\u003e provides readers with:  \u003c\/p\u003e\u003cul\u003e \u003cli\u003eA step-by-step approach for how to become “one-up” yourself and what you provide to your clients\u003c\/li\u003e \u003cli\u003eA healthy analysis of what makes a person or a company “one-down” and tips on how to course correct \u003c\/li\u003e \u003cli\u003eStrategies, tactics, and talk tracks that will provide you with what you need to become “one-up” \u003c\/li\u003e \u003cli\u003eTerminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system \u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eAs a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world. \u003c\/p\u003e\u003cp\u003eForeword by Charlie Green vii\u003c\/p\u003e \u003cp\u003ePreface xi\u003c\/p\u003e \u003cp\u003eIntroduction 1\u003c\/p\u003e \u003cp\u003eChapter 1 The Modern Sales Approach 15\u003c\/p\u003e \u003cp\u003eChapter 2 The One-Up Sales Conversation: Your Only Vehicle for Value Creation 31\u003c\/p\u003e \u003cp\u003eChapter 3 Insights and Information Disparity 49\u003c\/p\u003e \u003cp\u003eChapter 4 Supporting Client Discovery 65\u003c\/p\u003e \u003cp\u003eChapter 5 Your Role as a Sense Maker 85\u003c\/p\u003e \u003cp\u003eChapter 6 The Advantage of Your Vantage Point 101 Chapter 7 Building Your One-Upness 119\u003c\/p\u003e \u003cp\u003eChapter 8 One-Up Guide to Offering Advice and Recommendations 137\u003c\/p\u003e \u003cp\u003eChapter 9 The One-Up Obligation to Proactively Compel Change 157\u003c\/p\u003e \u003cp\u003eChapter 10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition 175\u003c\/p\u003e \u003cp\u003eChapter 11 Being One-Up Helps Your Clients Change 191\u003c\/p\u003e \u003cp\u003eChapter 12 Advice for Those Who Are Presently One-Down 207\u003c\/p\u003e \u003cp\u003eTop Secret 223\u003c\/p\u003e \u003cp\u003eChapter 13 The Secret Chapter 225\u003c\/p\u003e \u003cp\u003eThe Modern Sales Approach 241\u003c\/p\u003e \u003cp\u003eAcknowledgments 243\u003c\/p\u003e \u003cp\u003eAbout the Author 245\u003c\/p\u003e \u003cp\u003eIndex 247\u003c\/p\u003e \u003cp\u003e\u003cb\u003eANTHONY IANNARINO\u003c\/b\u003e spent twenty years selling and leading a sales force in the highly-commoditized industry of staffing before becoming a writer and publishing daily at thesalesblog.com. During his time in sales, he recognized the strongest differentiation for a salesperson is their ability to create value for their prospective client within the sales conversation. Anthony spends much of his time drinking coffee, writing, speaking, facilitating workshops, and helping sales organizations transform their outdated, legacy approach with a modern, value-creating approach that buyers appreciate, and one that leads to revenue growth.\u003c\/p\u003e  \u003cp\u003eIn\u003ci\u003e Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative,\u003c\/i\u003e 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\u003c\/p\u003e \u003cp\u003eThis 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. \u003c\/p\u003e\u003cp\u003eThe tactics contained within offer concrete ways for readers to serve their clients, share their expertise, and guide their clients to achieve positive results. \u003ci\u003eElite Sales Strategies\u003c\/i\u003e 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. \u003c\/p\u003e\u003cp\u003eIdeal for all professionals engaged in business-to-business sales, \u003ci\u003eElite Sales Strategies\u003c\/i\u003e 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.  \u003c\/p\u003e\u003cp\u003ePRAISE FOR \u003cb\u003eELITE SALES STRATEGIES \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“Anthony Iannarino cracks the code on the real secret to gaining a decisive competitive edge in today’s crowded marketplace. His ‘One-Up’ methodology is a total game changer.”\u003cbr\u003e \u003cb\u003e—JEB BLOUNT, CEO of Sales Gravy and author of \u003ci\u003eSales EQ\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e“\u003ci\u003eElite Sales\u003c\/i\u003e Strategies is a modern sales playbook for reps who love being treated as partners instead of vendors. If you hate when prospects commoditize you and your product or service, you need to read this book.”\u003cbr\u003e \u003cb\u003e—JASON BAY, Founder, Outbound Squad\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e“The sales world is overcrowded with ‘One-Down’ practitioners. In fact, and as Anthony points out, we all begin in the ‘One-Down’ position.  \u003c\/p\u003e\u003cp\u003eThe question is how to move into the rare air of the ‘One-Ups’ and then how to stay there. The practical details in this book show you how to do just that. This isn’t about simply making a decent living in sales; it is about occupying permanent space in the elite world of the ‘One-Ups.’”\u003cbr\u003e \u003cb\u003e—JEFF SHORE, President, Shore Consulting\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e“Anthony Iannarino is the second-best sales writer in the world. This is his best work!” \u003cbr\u003e \u003cb\u003e—JEFFERY GITOMER, author of \u003ci\u003eThe Little Red Book of Selling\u003c\/i\u003e\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e“‘I know something you don’t know’ is a great game. \u003ci\u003eElite Sales Strategies\u003c\/i\u003e provides the strategies and tactics for a truly consultative approach. A must-read!”\u003cbr\u003e \u003cb\u003e—CHRIS CHAMPAGNE, CEO, Champagne Consulting Group Inc.\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989120270565,"sku":"NP9781119858942","price":28.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119858942.jpg?v=1761782877","url":"https:\/\/k12savings.com\/products\/elite-sales-strategies-isbn-9781119858942","provider":"K12savings","version":"1.0","type":"link"}