Fearing Your Client: The Importance of Candor and Courage in Sales

One of the most important things about the One-Up approach you find in Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative, is that it positions you as an expert and authority on the results you help your clients improve. Leaders and decision-makers don’t want to buy from a salesperson; they want to buy from a business advisor who has experience. They want to work with someone they trust to help them make important decisions. Buyers buy the certainty that a One-Up salesperson offers.

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