Anthony Iannarino - Elite Sales Strategies

1 Cover

2 Title Page ANTHONY IANNARINO

3 Copyright

4 Foreword

5 Preface

6 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 Notes

7 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

8 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 Starting the New Sales Conversation Notes

9 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 The Value of Being One-Up and Information Disparity Learning from Yourself

10 4 Supporting Client Discovery Why “Best Practices” Fail A Modern Discovery Call How to Help Your Client Discover

11 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 Notes

12 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

13 7 Building Your One-Upness Obliterating Assumptions Identifying Implications Erasing Mistakes in Advance Constructing the Context for Decisions The Sources of Power Where to Find Insights If You Are Not One-Up You Are One-Down Notes

14 8 One-Up Guide to Offering Advice and Recommendations Things to Consider When Providing Advice How to Teach Your Prospective Clients to Take Your Advice Giving Advice: Two Tactics The Advice and Recommendations You Must Provide The Trading Value Rule

15 9 The One-Up Obligation to Proactively Compel Change The State of Uncertainty in the Sales Sequence 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 Notes

16 10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition The Value Continuum Singing Their Praises and Confessing Their Sins Four Models of Value Fighting on Two Fronts A Choice of Two Concessions Buyer's Remorse Teaching the Models and One-Up Positioning

17 11 Being One-Up Helps Your Clients Change How to Be Truly Consultative How to Present and Propose Your Initiative

18 12 Advice for Those Who Are Presently One-Down The Starting Line: Intentionally Intentional The One-Up Mindset Organizing Your Insights A One-Up Curriculum

19 Top Secret 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

20 The Modern Sales Approach

21 Acknowledgments

22 About the Author

23 Index

24 End User License Agreement

1 Introduction

2 Cover Page

3 Title Page ANTHONY IANNARINO

4 Copyright

5 Foreword

6 Preface

7 Table of Contents

8 Begin Reading

9 The Modern Sales Approach

10 Acknowledgments

11 About the Author

12 Index

13 End User License Agreement

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ANTHONY IANNARINO

Copyright © 2022 by Anthony Iannarino. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 750-4470, or on the web at www.copyright.com. Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permission.

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