Elite Sales Strategies
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Elite Sales Strategies
A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative
Iannarino, Anthony
John Wiley & Sons Inc
06/2022
272
Dura
Inglês
9781119858942
15 a 20 dias
550
Descrição não disponível.
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
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
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
Sales; sales approach; sales conversation; one-up; one-down; client insight; information disparity; triangulation strategy; proactively compelling change; sales advice; sales recommendation; sales help; improve sales; sales strategy; successful sales
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
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
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
