One-Up Objections

One-Up Objections

We are happy with our current provider. Can you send me some information? Can you try me again next quarter? Your price is higher than your competitors’. You're going to need to sharpen your pencil. You are missing feature X. It's a deal breaker.

Making the Invisible Visible

I once had a client who was an incredibly difficult person. Each day, I visited her company to ensure we were meeting her ...

The One-Up Negotiation

Every One-Down salesperson has a tell, something that reveals their low level of status and knowledge. A decision maker or a ...

One-Up Prospecting

The One-Down salesperson uses an approach that causes their prospective client to recognize they aren't someone with the ...

The One-Up Discovery

The major difference between One-Up salespeople and those presently One-Down is that the One-Up person creates a tremendous ...

The One-Up Mindset

While the One-Up approach to sales is more than just a state of mind, like all effective approaches, it starts with a ...

You Already Know Your Client's Problems

Some salespeople argue that there is no way to know what problems, challenges, or obstacles a client might have before ...

What To Do With Your Inner Critic

Most of the time, you are unaware of the voice in your head, the one endlessly chattering away. But occasionally, if you ...

In Praise of High Prices

One of the complaints you will hear from your clients and customers is that your price is higher than your competition's. A ...

On Your Sales Opportunity's Fifth Birthday

Happy Birthday to your sales opportunity on its fifth birthday. It's been amazing to watch you share a picture of your ...
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