The Ultimate Sales Revolution: Sell Differently. Change The World

The Ultimate Sales Revolution: Sell Differently. Change The World

by Steve Lishansky

Hardcover

$25.00
View All Available Formats & Editions

Overview

GET READY TO BE YOUR CLIENTS’ INDISPENSABLE PARTNER IN SUCCESS

Are you looking for the keys to far more successful sales relationships, and client conversations that don’t require manipulation, probing, and closing, yet produce profoundly more powerful results?
The Ultimate Sales Revolution clarifies how to reach the highest level of professional relationship
– becoming an Indispensable Partner in your client’s success. You attain this exalted level of trust, respect, and differentiation from your competition by ensuring that every client request and activity delivers meaningful results, builds the strongest and most sustainable client relationship, avoids the 3 Sources of Miscommunication, and delivers massive value and impact.
Each of the principles in this book transforms your ability to win business, get paid for your value (not your time, effort, or activity), and earn the access, recognition, respect, and rewards reserved for the most successful sales people and privileged professional services providers.
Inside are the keys that promise to significantly advance your professional enjoyment, impact,
and most importantly… your results.

Suzi Pomerantz – CEO, Innovative Leadership International; Best Selling Author, Seal the Deal
“The Ultimate Sales Revolution is the most important book on business development you will ever read. This is your roadmap for how to get the best possible client relationships – and maximum competitive advantage.”
Linda Stewart – CEO, Innovation Associates
“This book will truly revolutionize the way you think about selling. If selling is a part of your business
(and it should be for everyone), this is a must read!”
Barri Rafferty – CEO North America, Ketchum (division of Omnicom)
“Steve Lishansky reconstructs what ‘sales’ should be. His training shifted our agency’s focus on sales and transformed it to building relationships, value and trust.”
Jason Pappas – Managing Partner, Antson Capital Partners
“As someone who practiced, managed, trained and taught sales most of my career I was blown away when I read Steve’s book. Steve has never ceased to amaze me with his ability make the complex understandable and effective. Highly recommended!”
Louis Noorden – President, The Hire NetWork Inc
“I wish this book was written 30 years ago when I first started The Hire NetWork. I shudder to think of the time I could have saved developing executive relationships with Fortune 100 companies.”

Product Details

ISBN-13: 9781599325514
Publisher: Advantage Media Group
Publication date: 07/21/2015
Pages: 192
Product dimensions: 6.20(w) x 9.10(h) x 0.80(d)

About the Author

Steve Lishansky has successfully taught fundamental human dynamics that elevate and accelerate exceptional results to thousands of top professionals and leaders in over 40 countries around the world. Steve focuses on optimizing the impact, value,
and results of his clients with powerful principles and practices that produce extraordinary levels of success.
Since founding the Institute for Sales
Innovation in 1992, he has worked with many leading organizations including
MetLife, State Street, Cisco, EMC, Johnson and Johnson, Novartis, Deloitte, and
PricewaterhouseCoopers as well as nonprofits,
associations, and fast-growing entrepreneurial firms. He has a passion for building high-performing cultures,
coaching top producers and leaders, and facilitating the alignment and results of executive teams. Steve takes a special pride in helping all of his clients to quickly and profoundly improve their most important results. He is also passionate about family,
travel and changing the world.

Table of Contents

Introduction 15

Part 1 The Revolution

Chapter 1 Why Is the Sales Process So Broken? 29

The $8 Million Disaster

The Problem with "Let Me Tell You What I Do"

The Case for Revolution

Capter 2 The Three Sources of Miscommunication 43

Source of Miscommunication #1

Source of Miscommunication #2

Source of Miscommunication #3

Why This Understanding Is Critical

Misplaced Priorities and Decision Making

Chapter 3 A New Paradigm - The Indispensable Partner in Your Clients' Success 57

Becoming the Indispensable Partner

Indispensable Partner Grid

Transactional vs. High-Value Relationships

The Difference 7 Minutes Can Make

The Facilitator Role

The Benefits of Being an Indispensable Partner in

Their Success

Equations for Success

Chapter 4 The Sales Exorcism 81

Two Keys to Improving Results

Change Your Sales Language

The Power of Communication

Part 2 Successfully Implementing the Ultimate Sales Revolution

Chapter 5 The Stage of Engaging 103

Step 1 Shift Your Attention to the Other

Step 2 Matching and Mirroring for Fast Rapport

What Happens If You Lose Rapport?

It Just Takes One

Engaging with Context Setting

The Power of Rapport

Turning Principles into Practice

Chapter 6 The Stage of Navigating 123

Steop 3 Reveal the Client's Concerns

Getting to What Really Matters - And Proving Your Value

Using Opinions and the Volcano Method

Opinions as Representational Systems

Step 4 Maximising Value

Means Values versus Ends Values

The Value of Values

Putting Ideas into Practice

Chapter 7 The Stage of Aligning 147

Step 5 Clarify the conditions of Satisfaction

The Value Chain Process

Step 6 Making Mutual Commitments

The Investment...Finally

Handling Changes

Putting Ideas into Practice

Chapter 8 Growing Your Impact, Value, and Success 167

Improving Your Best and Your Most Challenging Client Relationships

Chapter 9 Killing Sales Myths and Additional Resources 171

Killing 7 Myths of Selling

Ultimate Sales Revolution Axioms

Troubleshooting Guide

About The Institute for Sales Innovation 187

Acknowledgements 189

Customer Reviews