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Table of Contents
1 Cover
4 Foreword
5 Preface
6 Introduction Three Miles High and One-Down What Is the One-Up Position? The Ethics of the One-Up Sale Inventory: Are You One-Down? No One Wants a One-Down Partner Why One-Down Salespeople Lose Deals One-Up Tactics A Meeting of Equals Notes
7 1 The Modern Sales Approach The Legacy Laggard Legacy Solutions The Modern Approach True Confessions of a Legacy Salesperson How Your Client Knows You Are One-Down Mistakes to Avoid The Virtuous Circle of Increasing One-Upness
8 2 The One-Up Sales Conversation: Your Only Vehicle for Value Creation The Commoditization of the Sales Call The Single Vehicle for Value Creation Is the Sales Conversation How to Command Your Contact's Attention How a One-Up Salesperson Creates Value Starting the New Sales Conversation Notes
9 3 Insights and Information Disparity Trade Secrets The New Information Disparity You Don't Know What You Don't Know The New Information Disparity in Six Questions The Value of Being One-Up and Information Disparity Learning from Yourself
10 4 Supporting Client Discovery Why “Best Practices” Fail A Modern Discovery Call How to Help Your Client Discover
11 5 Your Role as a Sense Maker The Value of a Higher-Resolution Lens Complexity, Confusion, and Paralysis One-Up Sense-Making: Opening Up the Aperture Handling Your Habitat Sense-Making and One-Upness Start Making Sense Why Decision Makers and Decision Shapers Seek Trusted Advisors Notes
12 6 The Advantage of Your Vantage Point Your Sales Problem Is a Buying Problem The Worst Advice for Salespeople Why Buyers Can't Buy A Facilitated, Needs-Based Buyer's Journey Maps of the Sales Conversation Obstacles and Pitfalls Agility and Your (Ad)vantage Point
13 7 Building Your One-Upness Obliterating Assumptions Identifying Implications Erasing Mistakes in Advance Constructing the Context for Decisions The Sources of Power Where to Find Insights If You Are Not One-Up You Are One-Down Notes
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