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

＂This guidebook offers 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, ideally combining ethics and tactics to help place you in a position where your strengths can be fully utilized. [It] 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＂--Publisher marketing.

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 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of his time drinking coffee, writing, speaking, facilitating workshops, and helping sales organizations transform their outdated, legacy approach with a modern, value-creating approach that buyers appreciate, and one that leads to revenue growth.