create an elite sales team – buy @iannarino new book

It’s not often I write a post 20 pages into a new book I’m reading (for goodness sakes I’m not even out of the introduction)!

Yet here we are…. I am in love with Anthony Iannarino’s One-Up concept: help your contacts make effective decisions about how they should change to produce better results.

• offering help based on YOUR situational knowledge
• give information that allows someone to adjust their beliefs and behaviors – with significant benefit
• you’re helping them be one-up in their business

He then goes on to talk about what your salespeople NEED (well in the book it’s based on the opposite – what holds them BACK). Here are the first five… you’ll need to buy Elite Sales Strategies, A Guide To being one-up, creating value, and becoming truly consultative for the rest… and the how to.

1. relevant knowledge (about the decisions your prospects need to make)
2. recognize the factors for decision (you must enable thier ability to make good decisions)
3. depth of understanding (provide insight – help clients better undersatnd THEIR world and the nature of THERI problems)
4. learn from your epxerience (mastery requires youlearn from experiences AND apply what you’ve learned to benefit prospects and customers)
5. confidence (that you’ll take the right actions, have valuable advice to share, and will help clients improve their results)

If you’re working to create a team that has the skills to provide “significant benefit” to your prospects and customers, do some book work with your team: get them all a copy of Elite Sales Strategies, A Guide To being one-up, creating value, and becoming truly consultative AND schedule time each week to work on another concept in the book.