Читать книгу Elite Sales Strategies - Anthony Iannarino - Страница 24

You are an expert in what you sell, and if you are not, I hope you are on your way to becoming one; it will change your results and your life. Your client is an expert in their industry and their role, meaning they are One-Up in those areas. By providing your client with the insights and information they are lacking as it pertains to the better results they need, you help them become One-Up—not over you, but over others who know less. The same is true for you. When your client helps you understand their business, their industry, their overall strategy, and a dozen other topics that close the gaps in your knowledge and experience, you are less One-Down and more One-Up, even if you lack the expertise of someone who spent their life in their industry. You know more than you did, and it's likely you know more than someone who isn't trying not to be perpetually One-Down.

There is no reason that you should worry about teaching your client what they need to know to be One-Up. They are not likely to surpass your One-Upness because they will not be able to acquire your experience selling what you sell. Your experience is deeper and wider than your clients who make a given buying decision once every few years at most. You help clients and prospects make those decisions every day. If you sell in different verticals, you know things that other people don't because you spend time learning from your contacts, but you recognize that you lack the expertise of your clients in their industry.