What does having the Upper Hand mean?
Having the Upper Hand in an interaction means that you currently have the advantage in the situation at this specific point in time.
What’s the relationship between the Upper Hand and the Selling Zone?
Using sports as an analogy, let's compare the deal-making process to a tennis match.
Here, the 'Upper Hand' represents points in a game, and the 'Selling Zone' is a game in the match. The person who gets more points eventually wins the game.
The complete sales process is the match, and the seller may be in or out of the Selling Zone during each round.
The outcome of the match is usually defined as either closed won or closed lost.
How do I get the Upper Hand?
Unlike in sports, you're establishing a relationship with your prospect.
To make a successful sale, you have to exhibit the right amount of competence or expertise. By framing the situation and demonstrating your skills & product knowledge, its value is regarded and increases the prospect’s propensity to purchase.
You should display the right amount of competence. Too little, and you're at risk of being perceived as irrelevant. Too much, and you're at risk of being perceived as cocky.
Try to retain the Upper Hand without being too explicit, overt, or offensive.