Читать книгу Elite Sales Strategies - Anthony Iannarino - Страница 15

In an important sense, you and your client are equals. You are an expert in your field and your client is an expert in theirs. You happen to be in the One-Up position when it comes to helping your contacts improve their results. Your client is an expert in their industry and their business, making them One-Up in these areas. This combination of One-Upness and One-Downness allows you to work together to produce the best results, solve problems, address challenges, and take advantage of opportunities.

Being One-Up isn't about conflict, trickery, or dominance. On the contrary, it's about creating an obligation to serve your clients by becoming the kind of salesperson they need—one with the expertise and experience to provide them with good counsel, advice, and recommendations. Like teachers, doctors, and even Sherpas, One-Up salespeople enable their clients to make better decisions and reach better outcomes. It's not something you can fake, as your client will know within minutes whether you can back up your claims. You are much better off doing the work of becoming One-Up: recognizing where you are One-Down, then learning from others' guidance and expertise to help you level up.