Blog Category // Modern Sales Approach

Why Legacy Salespeople Lose to Truly Consultative Salespeople

The primary challenge in sales today is that the legacy approaches don't position the salesperson appropriately in the first ...

Who Am I To Tell My Client What To Do?

The concept of being One-Up means you believe your client is One-Down as it pertains to decision-making and the better ...

No One Needs a Bad Salesperson

I'm arguing with Jonathan Graham and Michael Price from the Inward Book Club. They have been kind enough to review a number ...

The 4th Level of Value and the Connection to Being One-Up

Inside the sales conversation, there are four levels of value: The first level of value is the conversation is sharing ...

Being One-Up and Why You Must Compel Change

There are a number of sales beliefs that are so well known they are accepted as a matter of faith. Expressing a different ...

How Does Your Client Know What They Don't Know

The concept of being One-Up causes some to have a negative reaction, as it breaks the old paradigm of the legacy approach to ...

The Coin of the Realm in Sales Is Value Creation

A coin holds a specific amount of value. The benefit of a coin is that you can give it to another party, allowing them to ...

Your Competitor Will Do What You Refuse To Do

A post on LinkedIn suggested that it is important to have a physical presence—specifically, a face-to-face meeting—with your ...

One-Up and the Power of Authority

Imagine you are a manager (who isn’t in sales) and the results you are responsible for producing have become increasingly ...

Overcoming the Fear of Being One-Up

I am grateful that the concept of being One-Up has resonated with salespeople and sales leaders. It’s a position that allows ...
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