What does it mean as a seller to be One Up? "We have greater knowledge and greater experience than our client, we have information disparity. We know things they can’t possible know because they don’t sell what we sell and they make these decisions very infrequently."
When they make these decisions, they’re not very good in part because they don’t have the necessary experience.
As One up I know something you don’t know and if I can share it with you, then you will know what I know and that will help you make a better decision.
You are one up in very few categories.
When we are one down, we sit down with our clients and we talk about their business, because they know their business better than we do. We need to know it well enough to have a good conversation. They understand the playing field, who needs to be in the room, who’s going to be helpful, who will resist change, They know what they can and can’t do. There’s a lot of things we can learn from our clients, to become more one up.
Are you one up or one down? Tune in to my conversation with the great @Anthony Iannarino where we discuss his latest book, Elite Sales Strategies.
About Anthony:
Anthony Iannarino is an author and sales coach who works to develop high-performing teams and sales reps. Through his many books and years of experience and learning, Anthony offers incredible sales tips and ways to be successful in the sales industry. Tune in where we discuss Anthony’s latest book Elite Sales strategies
Shownotes:
1:11 Introducing Anthony
6:00 One Up Vs. One Down
9:56 Balancing “One Up-ness”
14:30 Recognizing Gaps and Learning From Others
21:55 Value Creation & Shifting Mindsets
27:45 Avoid Rapport Building
32:45 “Time is the Currency We Trade In”: Getting from 1 to 2
35:40 Why Are We Still Pitching? It's a Comfort Thing.
40:35 Commitment to Change: It Takes Time
43:07 Storytelling
45:30 Get In Touch With Anthony
Get In Touch With Anthony
Anthony’s Website: https://www.thesalesblog.com
Anthony’s Newsletter: https://www.thesalesblog.com/newsletter
Twitter:https://twitter.com/iannarino?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor
LinkedIn: Anthony Iannarino - Keynote Speaker & Workshop Facilitatorhttps://www.linkedin.com › iannarino
Anthony’s Books: https://www.amazon.com/Anthony-Iannarino/e/B01L9F3BNW%3Fref=dbs_a_mng_rwt
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