Anthony Iannarino - Elite Sales Strategies

Navigating Their CompanyThere is one area where you are no match for your contact when it comes to being One-Up: how things work in their company. Unless your contact is new to their company or their role, they know how things get done inside their world. There is a lot of tribal knowledge inside any group of people that spend most of their waking hours together. Your contacts are going to know where all the landmines are buried. Your lack of knowledge about how to traverse this ground makes you One-Down and open to the types of mistakes that can cause you problems as you help your client pursue the results they need. You don't know that any criticism about Jimmy's sacred cow is going to lose his support. Unless you are able to pick it up in meetings, you have no idea that Jenny has had all she can take from Jimmy being so averse to the change she believes is necessary. The people who have a map to this terrain are your contacts, many of whom lack formal authority but have tremendous insight about their peers and how best to pursue change inside their company. Later, your map is going to be helpful to you and your contacts, putting you in the One-Up position because you will know more than your client.

One way to remain forever in the One-Down position is to ignore all of the things you see and hear when you are meeting with your clients. You can work toward being One-Up by learning from your clients. I promise you that by the end of this book, you will be One-Up, and you will value every client conversation in a new way.

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