Elite Sales Strategies audiobook cover - A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative

Elite Sales Strategies

A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative

Anthony Iannarino

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Marketing & SalesCareer & SuccessPersonal DevelopmentManagement & Leadership

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Elite Sales Strategies
The Core Concept+
Tactic 1: One-Up Sales Talk+
Tactic 2: Transformative Insights+
Tactic 3: Triangulation Strategy+

Quiz — Test Your Understanding

Question 1 of 6
When is it actually beneficial for a salesperson to be in a 'One-Down' position?
  • A. When you need to quickly close a transactional sale to meet your monthly quota.
  • B. When you are initially learning about the client's industry, beliefs, and company.
  • C. When you are presenting your company's portfolio and demonstrating product features.
  • D. When you encounter a client who acts like a 'know-it-all' and you want to avoid losing the account.
Question 2 of 6
How does a 'One-Up' salesperson shift the focus of the initial sales conversation compared to traditional methods?
  • A. They shift the focus from overcoming buyer objections to building personal friendships with the client.
  • B. They shift the focus from asking 'why change?' to asking 'why us?' to prove their company's superiority.
  • C. They shift the focus from showcasing product features to initiating conversations around change and urgency.
  • D. They shift the focus from the client's underlying problems to the specific technical details of the solution.
Question 3 of 6
What is the primary goal of the 'One-Up sales talk' when discussing a client's struggles?
  • A. To immediately introduce a tailor-made product solution that fixes the struggle.
  • B. To explain the root causes of the client's struggles and teach them why the problems exist.
  • C. To probe for pain points so the salesperson can name-drop similar clients they have helped.
  • D. To overcome the client's objections by acting as a walking encyclopedia of the product.
Question 4 of 6
According to the text, how should a salesperson handle a client who has a 'know-it-all' attitude?
  • A. Challenge their beliefs directly with third-party data to establish your dominance as an expert.
  • B. Validate their knowledge while subtly introducing your observations to broaden their perspective.
  • C. Revert entirely to a One-Down position and let them dictate the terms of the solution.
  • D. Interrupt their monologue with an executive briefing to quickly regain control of the conversation.
Question 5 of 6
Which of the following is listed in the text as one of the key categories of transformative insights a salesperson should master?
  • A. Undetected patterns that are facts beyond the obvious and invisible to the untrained eye.
  • B. Competitor pricing models that allow the salesperson to offer the lowest cost.
  • C. Psychological scripts for overcoming the most common and difficult buyer objections.
  • D. Biographical data and personal preferences of the client's executive team.
Question 6 of 6
How should a salesperson execute the 'triangulation strategy' during a sales conversation?
  • A. By aggressively criticizing competitors to highlight the value of becoming a strategic partner.
  • B. By offering the client three different pricing tiers for the salesperson's own product.
  • C. By bringing in a third-party consultant to validate the salesperson's claims to the client.
  • D. By discussing the pros and cons of different models of value while remaining neutral and not naming competitors.

Elite Sales Strategies — Full Chapter Overview

Elite Sales Strategies Summary & Overview

Elite Sales Strategies (2022) is a guide designed to catapult you from being a typical salesperson to a trusted consultant. It dives into the One-Up strategy that not only sells but also connects and provides value to clients.

Who Should Listen to Elite Sales Strategies?

  • Salespeople seeking to progress from average to elite through new strategies
  • Seasoned sales pros wanting to sharpen their skills and learn modern tactics
  • Anyone into sales

About the Author: Anthony Iannarino

Anthony Iannarino is a prominent figure in business-to-business (B2B) sales. He’s also a speaker, blogger, business owner, and best-selling author of Eat Their Lunch, The Only Sales Guide You’ll Ever Need, and Leading Growth.

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