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The Ultimate Sales Revolution: Sell Differently. Change The World
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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