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by Anthony Iannarino
Elite Sales Strategies
Cover
Title Page
Copyright
Foreword
Preface
Introduction
1 The Modern Sales Approach
2 The One-Up Sales Conversation: Your Only Vehicle for Value Creation
3 Insights and Information Disparity
4 Supporting Client Discovery
5 Your Role as a Sense Maker
6 The Advantage of Your Vantage Point
7 Building Your One-Upness
8 One-Up Guide to Offering Advice and Recommendations
9 The One-Up Obligation to Proactively Compel Change
10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition
11 Being One-Up Helps Your Clients Change
12 Advice for Those Who Are Presently One-Down
Top Secret
The Modern Sales Approach
Acknowledgments
About the Author
Index
End User License Agreement
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Elite Sales Strategies
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Copyright
ANTHONY IANNARINO
ELITE SALES
STRATEGIES
A GUIDE TO
Being One-Up, Creating Value, and Becoming Truly Consultative
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