Description
Book SynopsisTable of ContentsForeword by Charlie Green vii
Preface xi
Introduction 1
Chapter 1 The Modern Sales Approach 15
Chapter 2 The One-Up Sales Conversation: Your Only Vehicle for Value Creation 31
Chapter 3 Insights and Information Disparity 49
Chapter 4 Supporting Client Discovery 65
Chapter 5 Your Role as a Sense Maker 85
Chapter 6 The Advantage of Your Vantage Point 101 Chapter 7 Building Your One-Upness 119
Chapter 8 One-Up Guide to Offering Advice and Recommendations 137
Chapter 9 The One-Up Obligation to Proactively Compel Change 157
Chapter 10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition 175
Chapter 11 Being One-Up Helps Your Clients Change 191
Chapter 12 Advice for Those Who Are Presently One-Down 207
Top Secret 223
Chapter 13 The Secret Chapter 225
The Modern Sales Approach 241
Acknowledgments 243
About the Author 245
Index 247
