Anthony Iannarino Books
Anthony Iannarino is an international speaker, author, and sales leader known for his expertise in B2B sales strategy and leadership. He writes one of the most widely read sales blogs and has authored several bestselling books on modern selling techniques and mindset.
Known for: Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative
Books by Anthony Iannarino
Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative
In this book, sales expert Anthony Iannarino presents a framework for consultative selling that focuses on creating value for clients rather than competing on price. He introduces the concept of being 'One-Up'—possessing the knowledge and insight that help clients make better decisions—and provides practical strategies for building trust, leading conversations, and achieving long-term success in complex sales environments.
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The Meaning of Being One-Up
Being One-Up is not an attitude of superiority—it’s a position of responsibility. When I use the term 'One-Up,' I’m describing the asymmetry of knowledge between you and your client. You’ve spent years learning how to solve complex business problems in your space. Your client, though smart and capab...
From Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative
Avoiding the One-Down Trap
If being One-Up is mastery, being One-Down is complacency. You fall into the One-Down position whenever you let the client dictate the conversation entirely or when you shy away from sharing your perspective because you fear being seen as pushy. In that moment, you’re abdicating your responsibility....
From Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative
About Anthony Iannarino
Anthony Iannarino is an international speaker, author, and sales leader known for his expertise in B2B sales strategy and leadership. He writes one of the most widely read sales blogs and has authored several bestselling books on modern selling techniques and mindset.
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Anthony Iannarino is an international speaker, author, and sales leader known for his expertise in B2B sales strategy and leadership. He writes one of the most widely read sales blogs and has authored several bestselling books on modern selling techniques and mindset.
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