Elite sales strategies a guide to being one-up, creating value, and becoming truly consultative
"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 offers unique insights into how to approach every sale by serving your clients f...
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, NJ :
John Wiley & Sons, Inc
[2022]
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009659941606719 |
Tabla de Contenidos:
- Cover
- Title Page
- Copyright Page
- Contents
- Foreword by Charlie Green
- Preface
- Introduction
- Three Miles High and One-Down
- What Is the One-Up Position?
- The Ethics of the One-Up Sale
- Inventory: Are You One-Down?
- No One Wants a One-Down Partner
- Why One-Down Salespeople Lose Deals
- One-Up Tactics
- A Meeting of Equals
- Chapter 1 The Modern Sales Approach
- The Legacy Laggard
- Legacy Solutions
- The Modern Approach
- True Confessions of a Legacy Salesperson
- How Your Client Knows You Are One-Down
- Mistakes to Avoid
- The Virtuous Circle of Increasing One-Upness
- How Being One-Down Makes You One-Up
- Learning From Your One-Up Client
- Chapter 2 The One-Up Sales Conversation: Your Only Vehicle for Value Creation
- The Commoditization of the Sales Call
- The Single Vehicle for Value Creation Is the Sales Conversation
- How to Command Your Contact's Attention
- How a One-Up Salesperson Creates Value
- Understanding Their World in the Context of a Decision
- Recognizing Forces and Their Impact on Results
- Starting the New Sales Conversation
- An Explanation of this Approach
- Chapter 3 Insights and Information Disparity
- Trade Secrets
- The New Information Disparity
- You Don't Know What You Don't Know
- The New Information Disparity in Six Questions
- What Is Going On?
- Why Am I Struggling to Produce Results?
- What Am I Missing?
- What Should I Do Now?
- How Should I Change?
- How Can I Be Certain of Success?
- The Value of Being One-Up and Information Disparity
- Learning from Yourself
- Chapter 4 Supporting Client Discovery
- Why "Best Practices" Fail
- A Well-Worn Pattern
- A Modern Discovery Call
- Checking the Boxes on Dissatisfaction
- The Aha Moment and Insight Transfer
- Questions That Help Clients Discover
- How to Help Your Client Discover
- Subjective Beliefs.
- Objective Evidence
- Conflicts of Culture and Consensus
- Conflicts with the Environment
- Chapter 5 Your Role as a Sense Maker
- The Value of a Higher-Resolution Lens
- Complexity, Confusion, and Paralysis
- One-Up Sense-Making: Opening Up the Aperture
- Handling Your Habitat
- Sense-Making and One-Upness
- Start Making Sense
- Why Decision Makers and Decision Shapers Seek Trusted Advisors
- Chapter 6 The Advantage of Your Vantage Point
- Your Sales Problem Is a Buying Problem
- The Worst Advice for Salespeople
- Why Buyers Can't Buy
- A Facilitated, Needs-Based Buyer's Journey
- Maps of the Sales Conversation
- Obstacles and Pitfalls
- Agility and Your (Ad)vantage Point
- Chapter 7 Building Your One-Upness
- Obliterating Assumptions
- Identifying Implications
- Erasing Mistakes in Advance
- Constructing the Context for Decisions
- The Sources of Power
- Unnoticed Patterns
- Anomalies or Unexpected Events
- The Big Picture
- The Way Things Work
- Events that Already Happened or Will Happen
- Where to Find Insights
- Outside Your Four Walls
- Forces That Impact Your Client's Results
- Trend Lines That Provide Challenges and Opportunities
- Predictors and Predictions
- Third-Party Data
- Buying Process Insights
- Technical Insights
- Execution Insights
- If You Are Not One-Up You Are One-Down
- Chapter 8 One-Up Guide to Offering Advice and Recommendations
- Things to Consider When Providing Advice
- Obstacles
- When Not to Give Advice
- How to Teach Your Prospective Clients to Take Your Advice
- Giving Advice: Two Tactics
- The Advice and Recommendations You Must Provide
- How Best to Pursue Change
- Who to Include
- Changing Priorities and Goals
- Event Timing
- Improving Competitiveness
- What Problem They Should Solve
- Recommend and Replace Poor Beliefs
- Change Their Metrics.
- Change a Business Process
- Factors to Consider
- What Delivery Model Best Suits Them
- Increase Their Investment
- The Trading Value Rule
- Chapter 9 The One-Up Obligation to Proactively Compel Change
- The State of Uncertainty in the Sales Sequence
- Certainty of Negative Consequences
- Back to Uncertainty: The Need to Change
- Certainty of Positive Outcomes
- Unaddressed Uncertainty in Legacy Sales
- Why Clients Resist Change
- Creating Certainty to Compel Change
- Our Immunity to Change
- Individual Immunities Expressed as Objections
- Urgently Pursuing Urgency
- Addressing Negative Consequences
- Bringing the Future Forward
- Chapter 10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition
- The Value Continuum
- Singing Their Praises and Confessing Their Sins
- Four Models of Value
- Commodities
- Scalable Commodities
- Solutions
- Strategic Partners
- Fighting on Two Fronts
- A Choice of Two Concessions
- Buyer's Remorse
- Teaching the Models and One-Up Positioning
- Chapter 11 Being One-Up Helps Your Clients Change
- How to Be Truly Consultative
- Turn and Face the Strange
- Addressing Larger Organizational Concerns
- Individual Concerns
- How to Present and Propose Your Initiative
- Responding to Stakeholder Questions
- Chapter 12 Advice for Those Who Are Presently One-Down
- Chapter 13 The Secret Chapter
- How to Position Yourself
- How to Engage in Narrative Warfare
- How to Expose Your Client's Lack of Knowledge and Experience
- How to Control the Sales Conversation
- How to Level the Playing Field with Senior Leaders
- How to Help Your Client Avoid a Bad Decision
- How to Help Those Who Refuse to Learn
- New Beginnings
- Top Secret
- Chapter 13 The Secret Chapter
- How to Position Yourself
- How to Engage in Narrative Warfare.
- How to Expose Your Client's Lack of Knowledge and Experience
- How to Control the Sales Conversation
- How to Level the Playing Field with Senior Leaders
- How to Help Your Client Avoid a Bad Decision
- How to Help Those Who Refuse to Learn
- New Beginnings
- The Modern Sales Approach
- Acknowledgments
- About the Author
- Index
- EULA.
