to Offering Advice and Recommendations
Things to Consider When Providing Advice
How to Teach Your Prospective Clients to Take Your Advice
Giving Advice: Two Tactics
The Advice and Recommendations You Must Provide
The Trading Value Rule
15 9 The One-Up Obligation to Proactively Compel Change The State of Uncertainty in the Sales Sequence Unaddressed Uncertainty in Legacy Sales Why Clients Resist Change Creating Certainty to Compel Change Our Immunity to Change Individual Immunities Expressed as Objections Urgently Pursuing Urgency Addressing Negative Consequences Bringing the Future Forward Notes
16 10 Triangulation Strategy: Helping Clients Decide While Avoiding Competition The Value Continuum Singing Their Praises and Confessing Their Sins Four Models of Value Fighting on Two Fronts A Choice of Two Concessions Buyer's Remorse Teaching the Models and One-Up Positioning
17 11 Being One-Up Helps Your Clients Change How to Be Truly Consultative How to Present and Propose Your Initiative
18 12 Advice for Those Who Are Presently One-Down The Starting Line: Intentionally Intentional The One-Up Mindset Organizing Your Insights A One-Up Curriculum
19 Top Secret 13 The Secret Chapter How to Position Yourself How to Engage in Narrative Warfare How to Expose Your Client's Lack of Knowledge and Experience How to Control the Sales Conversation How to Level the Playing Field with Senior Leaders How to Help Your Client Avoid a Bad Decision How to Help Those Who Refuse to Learn New Beginnings
23 Index
Guide
5 Foreword
6 Preface
12 Index
Pages
1 iii
2
