Elite Sales Strategies
by Anthony Iannarino
Iannarino on being 'one-up': having greater knowledge and insight than your client about their problem, and using it to lead the conversation. A philosophy of consultative authority.
Read it if…
you are treated as a vendor and want to be treated as an advisor.
See the book →
Skip it if…
you sell simple products where insight does not matter.
Try instead: Sales Differentiation →
Three things you will actually use
- Be one-up on the problem.
- Lead with insight.
- Advisors are consulted; vendors are compared.
Do this first
Write three insights about your client's industry they likely do not know.
Our verdict
Consultative authority.
See the book →
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