Читать книгу Elite Sales Strategies - Anthony Iannarino - Страница 10

Without a strong ethical underpinning, the powerful strategies and tactics you'll find in this book could easily harm your results. Let's review the interaction I had with my Sherpa. There is no evidence that he thought himself a superior human being, even if his physical abilities and adaptation to the mountain were far greater than mine. He was not competing with me (or with Dr. Zimmerman), nor was he just showing off. Instead, he was offering me help based on his situational knowledge, a type of pattern recognition that only comes from many experiences over time. In this case, he recognized the root of my (unnecessary) suffering: the poor decision I had made to trust my altitude sickness medicine. His One-Up advice forced me to adjust my beliefs and my behaviors, but with the significant benefit of better health outcomes and a far more pleasant visit.

In the world of sales, our prospective clients often struggle to produce results because they made a poor decision, possibly because they didn't fully recognize or understand their circumstances. No part of being One-Up requires you to judge your client for a past mistake or for waiting so long to fix it. Instead, you will use the One-Up approach to help them modify what they are doing and produce the better outcomes they need. The single reason you need to be One-Up is so you can help your contacts be One-Up in their business. This attitude is essential to being a trusted advisor, which as my friend Charlie Green points out, includes being credible, reliable, intimate, and other-oriented. Being One-Up also requires being consultative: providing professional advice that not only helps solve problems but enhances problem-solving in the first place.

In other words, your responsibility to your contacts is to help them be One-Up. Your One-Up advice helps decision-makers and decision-shapers explain their verdict to their teams and build consensus. It allows your contact to be One-Up in internal conversations to make their companies One-Up in their markets, using your recommendations to secure a competitive advantage. You can do all this by helping them make sense of their world, pursue the best decision, and produce the better results they need.