About this Author
Anthony Iannarino is the author of multiple books on sales and business growth strategies, including Leading Growth, The Only Sales Guide You'll Ever Need, The Lost Art of Closing, and Eat Their Lunch.
2022
Self-Help
14:12 Min
Conclusion
7 Key Points
Conclusion
One-Up salespeople embody proactive responsibility, continuous learning, and genuine client engagement, guiding prospects confidently toward mutually beneficial decisions, and epitomizing excellence in salesmanship.
Abstract
Successful "One-Up" salespeople are proactive, responsible, and knowledgeable, taking full ownership of their development and outcomes. They prioritize strategic thinking and adaptability, engaging clients with industry insights. Transitioning from "One-Down" to "One-Up" involves continuous learning, mentorship, and discipline. Struggling "One-Down" salespeople often make excuses for their lack of success, while successful ones focus on making sales and earning money. Seeking guidance from experts like Anthony Iannarino can provide valuable insights for improving both attitude and sales skills.
Key Points
- Adopt a winner's mindset: Take full responsibility for your development and outcomes.
- Stay curious and seek mastery of your craft to excel in sales.
- Prioritize patience and strategic thinking over outdated tactics for effective selling.
- Overcome fear and engage clients confidently by positioning yourself as an expert.
- The transition from a One-Down to a One-Up sales approach through self-investment and learning.
- Utilize martial arts training and maintain journals to enhance discipline and decision-making skills.
- Build trust through One-Up selling: Become a trusted advisor guiding clients to confident decisions.
Summary
“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
Share:
Latest Books
No Record Found
Related Books
No Record Found
No Record Found
