Elite Sales Strategies: A Guide to Being One-Up, C reating Value, and Becoming Truly Consultative

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Accelerate your sales career with insights from expert sales leader Anthony Iannarino. This guidebook emphasizes the importance of approaching every sale by serving clients from a position of authority and expertise. Iannarino highlights an ethical obligation towards clients, merging ethics with tactics to leverage your strengths effectively. The book advocates for adopting a "one-up" stance, enabling salespeople to offer nuanced advice to clients who may be in a "one-down" position due to poor decisions or market misunderstandings. At its core, the book encourages you to identify the advantages you can provide, helping clients elevate their own standing in their field. Additionally, it offers a step-by-step approach to becoming "one-up" yourself and understanding what makes a person or company "one-down," along with strategies for course correction. You'll find practical tactics, talk tracks, and terminology that allow you to address clients' weaknesses with tact and decorum. With Iannarino's extensive experience as an international speaker, author, and sales leader, this resource is invaluable for sales professionals, executives, and managers aiming to enhance their sales success and position in the business world.