John Wiley & Sons Elite Sales Strategies Cover Accelerate your sales career with this how-to book from an expert in sales In Elite Sales Strategie.. Product #: 978-1-119-85894-2 Regular price: $25.14 $25.14 In Stock

Elite Sales Strategies

A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative

Iannarino, Anthony


1. Edition June 2022
272 Pages, Hardcover
Wiley & Sons Ltd

ISBN: 978-1-119-85894-2
John Wiley & Sons

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Accelerate your sales career with this how-to book from an expert in sales

In Elite Sales Strategies, 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.

This 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, Elite Sales Strategies provides readers with:
* A step-by-step approach for how to become "one-up" yourself and what you provide to your clients
* A healthy analysis of what makes a person or a company "one-down" and tips on how to course correct
* Strategies, tactics, and talk tracks that will provide you with what you need to become "one-up"
* Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system

As 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.

Foreword by Charlie Green vii

Preface xi

Introduction 1

Chapter 1 The Modern Sales Approach 15

Chapter 2 The One-Up Sales Conversation: Your Only Vehicle for Value Creation 31

Chapter 3 Insights and Information Disparity 49

Chapter 4 Supporting Client Discovery 65

Chapter 5 Your Role as a Sense Maker 85

Chapter 6 The Advantage of Your Vantage Point 101 Chapter 7 Building Your One-Upness 119

Chapter 8 One-Up Guide to Offering Advice and Recommendations 137

Chapter 9 The One-Up Obligation to Proactively Compel Change 157

Chapter 10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition 175

Chapter 11 Being One-Up Helps Your Clients Change 191

Chapter 12 Advice for Those Who Are Presently One-Down 207

Top Secret 223

Chapter 13 The Secret Chapter 225

The Modern Sales Approach 241

Acknowledgments 243

About the Author 245

Index 247
ANTHONY IANNARINO spent twenty years selling and leading a sales force in the highly-commoditized industry of staffing before becoming a writer and publishing daily at 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.