Читать книгу Elite Sales Strategies - Anthony Iannarino - Страница 13

One of the easiest ways to stay One-Down is refusing the truth that you are the root cause of every one of your problems. If you paid a $35 fee for overdrawing your checking account, it would be ridiculous to claim that the bank made you spend more money than you had. This might sting a little, but you didn't lose that big deal because your prices were too high, your company was too young, or your slide deck didn't have enough fireworks. Your client disengaged with you because you weren't able to stay One-Up by creating value within the confines of the sales conversation. (Oh, and those rambling emails and choked-up voicemails didn't help either.) You can be a wonderful human being, a great parent, an excellent employee, and an incredible karaoke singer without creating enough value to command another meeting.

Like it or not, sales success is individual, not situational. Two salespeople can work at the same company, report to the same manager, sell the exact same product or service to the very same type of customers, and do it all with the exact same pricing, commission, and competitors. But the one who strives to be One-Up will usually find herself at the top of the stacked ranking while her One-Down colleague languishes at the bottom. Perhaps more to the point, she will short-circuit any attempt to avoid responsibility for her losses, instead asking herself what she should have done to win.