Elite sales strategies : a guide to being one-up, creating value, and becoming truly consultative /: a guide to being one-up, creating value, and becoming truly consultative. (2022)

• Record Type: Book
• Further Information: Note: Anthony Iannarino.
• Authors: Iannarino, Anthony
• Contents: Foreword Preface Introduction Chapter 1 The Modern Sales Approach Chapter 2 The One-Up Sales Conversation: Your Only Vehicle for Value Creation Chapter 3 Insights and Information Disparity Chapter 4 Supporting Client Discovery Chapter 5 Your Role as a Sense Maker Chapter 6 The Advantage of Your Vantage Point Chapter 7 Building Your One-Upness Chapter 8 One-Up Guide to Offering Advice and Recommendations Chapter 9 The One-Up Obligation to Proactively Compel Change Chapter 10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition Chapter 11 Being One-Up Helps Your Clients Change Chapter 12 Advice for Those Who Are Presently One-Down Top Secret Chapter 13 The Secret Chapter Acknowledgments About the Author Index
• Edition: 1st
• Publisher Details: Hoboken : John Wiley & Sons, Inc
• Publication Date: 2022
• Extent: 1 online resource
• Subjects: 658.85; Selling; Sales personnel -- Vocational guidance
• Languages: English
• ISBNs: 9781119858959
• Related ISBNs: 9781119858942
• Notes: Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.