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03111aam a22003258i 4500 001 677F1B12E23911EC9D80461122ECA4DB 003 SILO 005 20220602010055 008 211213s2022 nju 001 0 eng c 010 $a 2021059928 020 $a 1119858941 020 $a 9781119858942 (hardcover) 035 $a (OCoLC)1290722132 040 $a WaSeSS/DLC $b eng $e rda $c DLC $d OCLCO $d OCLCF $d OCLCO $d SILO 042 $a pcc 050 00 $a HF5439.5 $b .I26 2022 082 00 $a 658.85 $2 23/eng/20211228 100 1 $a Iannarino, Anthony, $e author. 245 10 $a Elite sales strategies : $b a guide to being one-up, creating value, and becoming truly consultative / $c Anthony Iannarino. 260 $a Hoboken, New Jersey : $b Wiley, $c [2022] 263 $a 2204 300 $a 259 pages ; $c 23 cm 500 $a Includes index. 520 $a "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 from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, ideally combining ethics and tactics to help place you in a position where your strengths can be fully utilized. This guidebook suggests putting yourself in a "one-up" position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a "one-down" position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will then, in turn, help your client become "one-up" themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with: A step-by-step approach for how to become "one-up" yourself and what you provide to your clients A healthy analysis of what makes a person or a company "one-down" and tips on how to course correct Strategies, tactics, and talk tracks that will provide you with what you need to become "one-up" Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives, managers, and operations managers looking to improve their sales success and position within the business world."-- $c Provided by publisher. 650 0 $a Sales personnel. 650 0 $a Selling. 941 $a 2 952 $l WSPF215 $d 20221102013937.0 952 $l GBPF771 $d 20220602011318.0 956 $a http://locator.silo.lib.ia.us/search.cgi?index_0=id&term_0=677F1B12E23911EC9D80461122ECA4DBInitiate Another SILO Locator Search