The concept of one-upping your customers in sales

In this throwback episode, the guest, Anthony Anne-Arino, discusses the concept of one-upping customers in sales. He emphasizes that sales is not just about getting the sale, but about serving the customer and helping them make informed decisions. By being knowledgeable and guiding customers through the sales process, salespeople can establish themselves as the one-up position, providing valuable insights and teaching customers about their own needs and solutions. This approach requires intellectual humility from both the salesperson and the customer, where the salesperson recognizes their own limitations and the customer acknowledges their lack of knowledge in certain areas. By asking powerful questions and creating alignment with the customer's goals, salespeople can effectively educate their customers and build trust.