The concept of being One-Up causes some to have a negative reaction, as it breaks the old paradigm of the legacy approach to sales, one that is now too transactional and devoid of any real value for the client. The book, Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative, appeals to those who are already One-Up, giving a name to what great salespeople have always done.
