Description

Book Synopsis


Table of Contents

Foreword by Charlie Green vii

Preface xi

Introduction 1

Chapter 1 The Modern Sales Approach 15

Chapter 2 The One-Up Sales Conversation: Your Only Vehicle for Value Creation 31

Chapter 3 Insights and Information Disparity 49

Chapter 4 Supporting Client Discovery 65

Chapter 5 Your Role as a Sense Maker 85

Chapter 6 The Advantage of Your Vantage Point 101 Chapter 7 Building Your One-Upness 119

Chapter 8 One-Up Guide to Offering Advice and Recommendations 137

Chapter 9 The One-Up Obligation to Proactively Compel Change 157

Chapter 10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition 175

Chapter 11 Being One-Up Helps Your Clients Change 191

Chapter 12 Advice for Those Who Are Presently One-Down 207

Top Secret 223

Chapter 13 The Secret Chapter 225

The Modern Sales Approach 241

Acknowledgments 243

About the Author 245

Index 247

Elite Sales Strategies

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    A Hardback by Anthony Iannarino

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      Book details

      Publisher John Wiley & Sons Inc
      Published 21 June 2022
      ISBN-13 9781119858942
      978-1119858942
      ISBN-10 1119858941
      Also in:
      Business, Finance & Law Personnel and human resources Health & Wellbeing Advice on careers and achieving success

      Description

      Book Synopsis


      Table of Contents

      Foreword by Charlie Green vii

      Preface xi

      Introduction 1

      Chapter 1 The Modern Sales Approach 15

      Chapter 2 The One-Up Sales Conversation: Your Only Vehicle for Value Creation 31

      Chapter 3 Insights and Information Disparity 49

      Chapter 4 Supporting Client Discovery 65

      Chapter 5 Your Role as a Sense Maker 85

      Chapter 6 The Advantage of Your Vantage Point 101 Chapter 7 Building Your One-Upness 119

      Chapter 8 One-Up Guide to Offering Advice and Recommendations 137

      Chapter 9 The One-Up Obligation to Proactively Compel Change 157

      Chapter 10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition 175

      Chapter 11 Being One-Up Helps Your Clients Change 191

      Chapter 12 Advice for Those Who Are Presently One-Down 207

      Top Secret 223

      Chapter 13 The Secret Chapter 225

      The Modern Sales Approach 241

      Acknowledgments 243

      About the Author 245

      Index 247

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