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Time to buy Anthony Iannarino’s new book

Elite Sales Strategies Book Cover

It’s not often I write about a new book I’m reading before I am 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

Managers & Leaders: I recommend you click and buy your entire team copies of Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative.

Individual Contributors: don’t wait for someone to buy you a copy… get your own. Learning, investigating, and growing in itself is a One-Up tactic that will help you be more successful.

My weekly Wednesday blog will go through the chapters one by one, please use them in conjunction with the book to understand that “consultative” requires being there with insight and information that will significantly change your prospect’s / customer’s way of thinking. PLUS begin to shift and own new sales strategies.

Oh, if you like to know what you’re getting into, here is the table of contents:

  1. The Modern Sales Approach (pg 15)
  2. The One-Up Sales Conversation: Your Only Vehicle for Value Creation (pg 31)
  3. Insights and information Disparity (pg 49)
  4. Supporting Client Discovery (pg 65)
  5. Your Roel as a Sense Maker (pg 85)
  6. The Advantage of Your Vantage Point (pg 101)
  7. Building Your one0Upness (pg 119)
  8. One0Up Guide to Offering Advice and Recommendations (pg 137)
  9. The One-Up Obligation to Proactively Compel Change (pg 157)
  10. Triangulation Strategy: Helping Clients Decide While Avoiding Competition (pg 175)
  11. Being One-Up Helps Your Clients Change (pg 191)
  12. Advice for Those Who Are Presently One-Down (pg 207)
  13. The Secret Chapter (pg 225)

 After you get your copy – check out my notes on Chapter 1: The Modern Sales Approach.
Let’s become One-Up together,
ps: that Amazon link again to Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative.

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