“One-down” salespeople make excuses, but “One-Up” salespeople stay on top. 

Selling requires salespeople to be active, proactive, and sometimes even a bit daring. The best salespeople are ethical, effective, responsible, and experts. They’re One-Up, a term drawn from the idea of “one-upmanship,” Customers like and trust these confident, calm experts and are excited to do business with them. One-Ups have a winner's mindset with beliefs like:

• “You are responsible for your own development”: Seize the opportunity to boost your job skills.
• “Everything is my fault”: Take ownership of your outcomes. Don't blame others. Whether they're positive or negative, your results are on you.
• “Curiosity does not kill cats”: Stay super curious! Make an effort to learn as much as you can.
• “Seek mastery of your craft”: Strive to fully grasp and succeed in all areas of your work.
• “Impatient patience”: One-up salespeople prioritize patience in their sales approach, understanding that pushing prospects too hard isn't effective. 

Contrary to common belief, being a successful salesperson isn't solely about experience. Instead, it's about employing strategic thinking,” active learning”, and working intelligently.

Being a top-notch salesperson means using your smarts to help customers. You're there to share your expertise and make sure they get what they need. Great salespeople are always ready to lend a hand, whether it's giving advice or guiding them through the buying process. With their know-how and flexibility, they're a huge asset to anyone looking to make a purchase, whether they're a new customer or a long-time client.

Overcome hazards faced by One-Up salespeople.

Your lack of knowledge or poor practices could harm your sales advantage, but you can fix them fast. You can learn what you need to compete better and overcome these obstacles.

Common sales mistakes that hurt your success include these errors.

• Unawareness

Even the best salespeople can struggle if their customers know more about the product than they do. To avoid this, make sure you're well-informed about what makes people buy or not buy. This means doing your research and becoming an expert on the key issues that matter to your clients. Don't let yourself fall behind – be the authority on what you're selling!

• Struggle with sales criteria

Salespeople need to grasp what matters most to potential buyers when they're deciding whether to make a purchase. Understanding these key factors helps salespeople anticipate what will sway a client's decision.

• Disregard your job 

One-up salespeople see their work as a skilled craft they excel at, not just a routine job. They use their sales experience to sell more effectively.

• Persist with outdated tactics without adapting.

Don’t rely on tired, “legacy” sales methods. Instead, come up with fresh strategies that benefit your customers.

• Excessively eager

Avoid acting desperate when selling. People are turned off by it. Stay calm and composed.

• Fearful of client interaction.

If you're scared of what people might think or if they'll buy from you, selling becomes tough. Don't let fear of rejection stop you from asking for sales meetings or giving presentations.

• Accommodate client requests with utmost flexibility.

You won't make money if you say yes to everything your customers ask for. Salespeople who do this lose control and the chance to use their skills to guide clients toward the best decisions. Instead, use your expertise to steer clients in the right direction according to what you know is best.

• Avoid conflict while steering clear of disagreements.

   Sales experts embrace conflict rather than shying away from it. Unlike those who avoid conflict, top salespeople confront it boldly. Conflict is a natural part of sales and cannot be avoided. Acknowledge this reality, summon your courage, and confront conflict directly to reap its benefits.

•  Dodge responsibility

One-down salespeople blame everything but themselves for poor sales, while One-Up salespeople take full responsibility for their performance.

Elevate clients' companies to One-Up status through strategic guidance.

One-up salespeople are like trusted guides and expert advisors to their customers. They earn this status by putting their client's needs first. These salespeople work hard to sell products and services, but they also want their customers to succeed. That's why they go above and beyond, offering valuable products, reliable advice, and support.

Engage prospects in effective One-Up sales discussions 

Sales conversations with potential customers are super important for salespeople. These chats aren't about using boring scripts or rattling off dull talking points. Such quality conversations have nothing to do with “commoditized scripts” or boring lists of humdrum talking points. Talk smartly about what's happening in the industry, what trends are going on, and any other factors that can help the customer make a good call. Doing this shows off your expertise and lets clients know they can trust you to get where they're coming from.

Engage  Clients with Confidence

Start the conversation by asking, "Can I share this briefing with you? I'm sure you're keeping an eye on these trends too, and I'd love to hear your take on how they're impacting your world."

By taking this approach, you position yourself as an expert they can trust. Expect them to come back with questions, as they'll see you as someone who can provide answers about industry trends and product issues. This is a key dynamic in successful sales: clients seeking your insights and expertise.

All One-Up sales pros once began as One-Down beginners.

In the world of sales, every successful One-Up was once a One-Down. But fear not, because you have the power to level up too! As a sales manager, your goal is to help your team members make this transition. It's not a walk in the park, but with dedication and hard work, it's doable.

Here's the plan: One-down salespeople are the captains of their own ships. They call the shots and control their destinies. So, the journey from one down to one up is in their hands. They need to invest in themselves big time. That means diving into new sales techniques, gaining more experience, and always seeking ways to improve.

To make this leap, you've got to immerse yourself in the world of sales. Understand what it truly means to be a top-notch sales professional in today's fast-paced environment.

Here's your roadmap to success:

• Constantly read widely for better understanding.

The quickest way to become a top-notch salesperson is through reading. Here are two simple tips: 

1. Spend an hour reading before bed and highlight the most important parts.
2. The next day, rewrite those highlighted sections. This helps you remember them better. 
3. Reading before bed and rewriting key points the next day is a super effective way to learn and improve your sales skills.

• Consider yourself an apprentice

Learn from the top sales pros in your company. Hang out with them as much as you can, and take them as your role models. Observe what they do, and copy them.

• Start martial arts training 

Martial arts teach discipline and conflict resolution skills, helping you handle tough situations effectively. Instead of avoiding problems, you'll learn to face them head-on without backing down.

• Maintain three journals as instructed.

First, write about your work experiences. Record what happens during your sales days to understand events better. Second, start a decision log. Note down each decision and what happens as a result. This helps you learn to make better decisions. Third, create a "prediction" log. Write down your predictions about each client and your career. This will help you think about your goals and work on improving your skills to achieve them.

• “Gain…field experience”

 Then learn from it.

• Inquire about how your clients ventured into their business 

Engage them in conversations about themselves and their company. Through insightful questioning, uncover what drives their passion and what factors influence their purchasing decisions. Over time, master this essential skill and impart it to others, enabling them to better understand and connect with customers.

You determine sales decisions for prospects as a One-Up sales expert.

In sales, a benevolent approach typically yields the best results, though there are occasions where a more assertive stance is necessary. However, it's crucial to exercise caution as overly dramatic tactics can quickly backfire, jeopardizing potential sales opportunities.

Maintaining a balance between kindness and firmness is key. Being firm doesn't equate to sacrificing honesty, ethics, or resorting to manipulation. Instead, it involves demonstrating expertise and guiding prospects who may lack sufficient knowledge or insight about the product or service. You aim to make your prospects "feel some heat," compelling them to give you their full attention. This involves positioning yourself as the expert who can guide them through their purchasing decisions within your product or service arena.

The Power of One-Up Selling: Winning Trust and Making Decisions

In the realm of traditional B2B sales, a familiar narrative unfolds: engaging with prospects, guiding them through your offerings, providing tailored recommendations, and ultimately securing their purchase. In essence, these transactions often reveal a subtle dynamic wherein the decisions of prospects align closely with the suggestions you offer. However, this symbiosis hinges on effectively showcasing your respect for their needs, a genuine desire to enhance their operations, and the expertise and reliability necessary to steer them toward wise purchasing choices.

To engender full trust in your abilities, it's imperative to establish yourself as a consummate professional - the genuine article. The crux of One-Up selling lies in adeptly showcasing both sales proficiency and authenticity.