The Challenges of Establishing Authority in Sales Workshops
The group in the workshop I was conducting wasn’t quite ready for the two topics I was teaching. The first obstacle was the concept of being One-Up, and the corresponding need to be an expert and an authority. It took a little time to help them recognize how much more they knew about what they sold compared to what their clients knew about it. Eventually, they recognized that their clients knew almost nothing about what they were buying except that they needed it.
