Who is the author of Elite Sales Strategies?

The author of Elite Sales Strategies is Anthony Iannarino.

Marketing & Sales

Elite Sales Strategies Book Summary - Elite Sales Strategies Book explained in key points

Listen to the Intro

00:00

Elite Sales Strategies summary

Name: Elite Sales Strategies
Rating: 3.4 (72 reviews)
Author: Anthony Iannarino

Anthony Iannarino

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

3.4 (72 ratings)

18 mins

Brief summary

Elite Sales Strategies by Anthony Iannarino is a practical guide that teaches effective selling techniques and strategies. It provides valuable insights to enhance sales skills and achieve success in the competitive world of sales.

Topics

Self-Help Sales Strategy Marketing Career Progress Leadership

Table of Contents

Elite Sales Strategies
Summary of 5 key ideas

Audio & text in the Blinkist app

Key idea 1 of 5

What’s in it for me? Elevate your sales game with the One-Up strategy.

Have you ever felt like you’re stuck in a sales rut, trotting out the same old pitches, and getting the same lukewarm responses? Well, it may be time to shake things up. Here’s the thing: droning on about product features and bulldozing through objections just won’t cut it. Clients don’t want vendors – they want partners who understand their problems and provide real value.

This Blink to Elite Sales Strategies is your new secret weapon in mastering the art of sales. Focusing on transforming you into a One-Up salesperson, it reveals the techniques to becoming a true advisor to your clients. You’ll learn how to have sales conversations that demonstrate your expertise, provide transformative insights, and position you above the competition.

Whether you’re a newbie trying to find your footing, or a seasoned pro ready to take things up a notch, this is your ticket to turning consultations into celebrations. So, let’s dive into this One-Up strategy, starting with what it means to be One-Down.

What’s a One-Down salesperson?

Can you imagine setting off on an adventurous road trip, all excited, only to realize your map is from 600 BC? It’s ancient, torn at the edges, and well, pretty much useless. That’s exactly the predicament a whole lot of salespeople find themselves in today. They’re trying to conquer the sales world with techniques that are, to put it mildly, older than your grandma’s secret cookie recipe!

So, let’s dive into the heart of the matter. These outdated sales techniques are the sneaky culprits holding you back, trapping you in a precarious position that you can call One-Down. Not exactly where you want to be. There are two main types of these vintage approaches still strutting around in fancy sales suits. First up is the Legacy Laggard which relies on the salesperson being a walking encyclopedia of their product. It aims to overcome buyer objections and make a transactional sale. Then, there’s the slightly better Legacy Solutions. It tries to identify the client’s troubles and present the salesperson’s solution as the superhero of the day. Both approaches are like old records, playing the same song of focusing way too much on the product and not nearly enough on creating a unique, tailor-made value for the client.

Now, you might be wondering whether you’re in the One-Down position. Well, if you find yourself starting conversations with a monologue about your company, trying to be best buddies with the client before providing any real value, or letting the client lead you around by the nose, then yes, you’re in One-Down territory. Another nifty litmus test you can do is ask yourself, Who’s really getting the better end of the deal in our conversations, me or my client?

Now, before you panic, let’s spill some tea: being One-Down isn’t all that bad. In fact, it’s a bit of a secret sauce in the recipe for sales success. You see, there’s a time and a place to be in the One-Down position, and that’s when you’re still soaking in knowledge about your client’s world, including their industry, beliefs, and company. Starting from One-Down during such moments is your golden ticket to eventually being One-Up and mastering the art of the deal.

But a word of caution: while it’s all good to start off playing the student role, staying in that One-Down zone too long means you’re not just doing yourself a disservice, but your clients get the short end of the stick too. It’s important to recognize the actions that can keep you in this disadvantaged position. This includes lacking understanding of your prospects, failing to provide the insights clients seek, neglecting to learn from past sales, lacking confidence, overeagerness to close a deal, feeling overly compliant due to fear, shying away from conflict, and shifting blame away from yourself.

Recognizing these behaviors is the first step to revamping. So, ready to roll up your sleeves? You’ve got some climbing to do, from One-Down to One-Up!

What’s a One-Up salesperson?

Gone are the days when solely focusing on the features and benefits of products is enough to capture the interest of potential buyers. In the contemporary sales arena, the game has changed drastically. Now, being One-Up is the key to closing deals.

A One-Up salesperson stands out, not just for their knowledge of their product but for their unwavering belief in the profound impact they can make on their client’s world. They transcend the label of a vendor – they’re a consultant, a guide, and a problem solver. Armed with confidence and thorough preparation, they step into each engagement, not just to sell but also to generate tangible value and drive change.

Tactic #1: Using a One-Up sales talk

Have you ever sat through a sales pitch and got a feeling of déjà vu? It’s as if you’ve heard that same sales pitch before, just with someone shorter or with green eyes.

If you said yes, then it’s probably because your interactions with salespeople have been saturated with what’s known as the “commoditized conversation.” This is a One-Down method that kicks off with casual chit-chat, swiftly moving to a showcase of the salesperson’s company, offerings, and client portfolio, and ultimately aiming to pinpoint the client’s issues and introduce tailored solutions. Regrettably, this archetypal script is a go-to for the majority of sales professionals, resulting in a mundane and highly anticipated dialogue – a mere repetition of numerous other talks your potential clients have already endured. Surely, you wouldn’t want to be just another echo in that chorus, would you?

Tactic #2: Empower clients with transformative insights

Navigating the complex landscape of business decisions requires more than just data – it demands a comprehensive understanding that leads to smarter, more informed choices. That’s where you come in, armed with a suit of insights that serve as your strategic battle gear in the quest to elevate your client’s decision-making process.

Donning these insights, you now have the power to be your client’s catalyst for change. You can dismantle their longstanding misconceptions and challenge their anchored beliefs that have potentially hindered their growth. You can provide a fresh lens, enabling them to see beyond the confines of their current perspective. In doing so, you illuminate the path to not just understanding the repercussions of their assumptions and decisions, but also to drawing well-informed conclusions that lead to robust, actionable strategies. With your insights, you can sidestep potential mistakes before they happen too. You’ve seen the patterns, you know the pitfalls, and you can steer your clients clear of typical traps, be it ill-advised investments or the illusion that changing suppliers is the ultimate solution.

Tactic #3: Employing a triangulation strategy

The year is 1992, and Bill Clinton, a seasoned Democrat, is vying for the US presidency against George H. W. Bush and Ross Perot. Clinton, ever the strategist, brings Dick Morris on board and embraces a groundbreaking approach: triangulation strategy. It’s a brilliant maneuver where Clinton positions himself above the political fray, neither a staunch Democrat nor a staunch Republican. He acknowledges the merits of both parties, but he sets himself apart, creating a unique space that resonates with a specific voter demographic.

Now switch gears to the realm of sales. As a salesperson, imagine positioning yourself above the competition, guiding your clients with sage advice, helping them make informed decisions, and subtly eliminating the competition without breaking a sweat. It’s triangulation in a corporate guise, and it’s brilliant.

Want to see all full key ideas from Elite Sales Strategies?

Key ideas in Elite Sales Strategies

More knowledge in less time

Read or listen

Get the key ideas from nonfiction bestsellers in minutes, not hours.

Find your next read

Get book lists curated by experts and personalized recommendations.

Shortcasts ^New

We’ve teamed up with podcast creators to bring you key insights from podcasts.

What is Elite Sales Strategies about?

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.

Elite Sales Strategies Review

Elite Sales Strategies (2022) by Anthony Iannarino is a book that offers valuable insights into effective sales techniques and strategies. Here's why this book is worth reading:

It provides practical and actionable advice that can be applied immediately, helping sales professionals achieve better results and close more deals.
The book combines real-life examples and case studies, giving readers a deeper understanding of the strategies and their success in different sales scenarios.
With its engaging and relatable anecdotes, the book makes the topic of sales far from mundane, ensuring that readers remain interested and motivated throughout their journey.

Who should read 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 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.

Categories with Elite Sales Strategies

Marketing & Sales Career & Success Personal Development Management & Leadership

Book summaries like Elite Sales Strategies

$100M Leads

Alex Hormozi

How to Get Strangers to Want to Buy Your Stuff

17 min

4.4

The 1-Page Marketing Plan

Allan Dib

Get New Customers, Make More Money, And Stand Out From The Crowd

16 min

4.4

Playing to Win

A.G. Lafley & Roger L. Martin

How Strategy Really Works

Life, Liberty, and the Pursuit of Entrepreneurship

How To Make Offers So Good People Feel Stupid Saying No

16 min

4.2

How to Grow Your Small Business

Donald Miller

A 6-Part Strategy to Help Your Business Take Off

The Underground Playbook for Converting Your Online Visitors into Lifelong Customers

16 min

4.2

Million Dollar Weekend

Noah Kagan

The Surprisingly Simple Way to Launch a 7-Figure Business in 48 Hours

16 min

3.4

Financial Intelligence

Karen Berman & Joe Knigh with John Case

A Manager's Guide to Knowing What the Numbers Really Mean

9 min

3.7

Nine Lies About Work

Marcus Buckingham & Ashley Goodall

A Freethinking Leader’s Guide to the Real World

8 min

3.6

7 Strategies for Wealth & Happiness

Jim Rohn

Power Ideas from America's Foremost Business Philosopher

The Simple Economics of Artificial Intelligence

Toss Plan B Overboard and Unleash Your Full Potential

Overcome Common Pitfalls and Create Effective Marketing

How to Get As Many Clients, Customers and Sales As You Can Possibly Handle

Own Your Morning. Elevate Your Life.

Get Unstuck, Reclaim Your Freedom, and Build Your Empire

19 min

4.6

Marketing Artificial Intelligence

Paul Roetzer & Mike Kaput

AI, Marketing, and the Future of Business

Mastering the Art of Changing Minds

17 min

4.6

How to Talk to Anyone

Leil Lowndes

92 Little Tricks for Big Success in Relationships

25 min

4.1

The Hard Thing About Hard Things

Ben Horowitz

Building A Business When There Are No Easy Answers

How to Reclaim Your Time and Live a Happier Life

6 min

3.5

In the Realm of Hungry Ghosts

Gabor Maté

Close Encounters with Addiction

A Practical Guide to Personal Productivity and Wellbeing

Engage, Teach, Persuade, and Change Your Life through the Power of Storytelling

The New Psychology of Success

15 min

4.4

Marriage Be Hard

Kevin and Melissa Fredericks

12 Conversations to Keep You Laughing, Loving, and Learning with Your Partner

9 min

3.7

The Six Disciplines of Strategic Thinking

Michael D. Watkins

Leading Your Organization Into the Future

STILL the Proven Way to Personalize Sales and Achieve Astounding Results

How Great Businesses Achieve Long-Lasting Success

23 min

4.6

The Hidden Habits of Genius

Craig Wright

Beyond Talent, IQ, and Grit – Unlocking the Secrets of Greatness

21 min

4.4

The Barefoot Investor

Scott Pape

The Only Money Guide You’ll Ever Need

10 min

4.1

The 15 Commitments of Conscious Leadership

Jim Dethmer

A New Paradigm for Sustainable Success

17 min

4.5

Thinking, Fast and Slow

Daniel Kahneman

Intuition or deliberation? Where you can (and can't) trust your brain

28 min

4.5

Change Your Questions, Change Your Life

Marilee Adams

12 Powerful Tools for Leadership, Coaching, and Choice

16 min

4.2

Never Split the Difference (new version)

Chris Voss and Tahl Raz

Negotiating As If Your Life Depended On It

19 min

4.5

The Intelligent Investor

Benjamin Graham and comments by Jason Zweig

The Definitive Book on Value Investing

21 min

4.4

Napoleon Hill’s Golden Rules

How to Bridge the Distance Between Business Strategy and Design

15 min

4.3

Coaching Salespeople into Sales Champions

Keith Rosen

A Tactical Playbook for Managers and Executives

Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

12 min

4.0

Unreasonable Hospitality

Will Guidara

The Remarkable Power of Giving People More Than They Expect

Accelerate Your Career, Master Hard Tasks and Outsmart the Competition

30 min

4.5

Discipline Is Destiny

Ryan Holiday

The Power of Self-Control

Make Easier Decisions, Stop Second-Guessing, and Bring More Joy to Your Life

21 Great Ways to Stop Procrastinating and Get More Done in Less Time

13 min

4.4

Everyone Communicates, Few Connect

John C. Maxwell

What the Most Effective People Do Differently

18 min

4.0

How to Make People Like You in 90 Seconds or Less

Nicholas Boothman

Make Instant, Meaningful Connections for Interviewing, Selling, Managing, Pitching

18 min

4.2

How to Read a Financial Report

John A. Tracy and Tage C. Tracy

Essential Information for Entrepreneurs, Lenders, Investors, Analysts, and Management

15 min

4.1

People ❤️ Blinkist

Sven O.

It's highly addictive to get core insights on personally relevant topics without repetition or triviality. Added to that the apps ability to suggest kindred interests opens up a foundation of knowledge.

Thi Viet Quynh N.

Great app. Good selection of book summaries you can read or listen to while commuting. Instead of scrolling through your social media news feed, this is a much better way to spend your spare time in my opinion.

Jonathan A.

Life changing. The concept of being able to grasp a book's main point in such a short time truly opens multiple opportunities to grow every area of your life at a faster rate.

Renee D.

Great app. Addicting. Perfect for wait times, morning coffee, evening before bed. Extremely well written, thorough, easy to use.