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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

      20  The Modern Sales Approach

      21  Acknowledgments

      22  About the Author

      23  Index

      24  End User License Agreement

      Guide

      1  Introduction

      2  Cover Page

      3  Title Page

      4  Copyright

      5  Foreword

      6  Preface

      7  Table of Contents

      8  Begin Reading

      9  The Modern Sales Approach

      10  Acknowledgments

      11  About the Author

      12  Index

      13  End User License Agreement

      Pages

      1  iii

      2  iv

      3  vii

      4  viii

      5  ix

      6  x

      7  xi

      8  xii

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