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Upside Down Selling: An Integrity-based Sales Approach to Avoid Being Predictable [Kindle Edition]

Ian Altman
5.0 out of 5 stars  See all reviews (23 customer reviews)

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Book Description

Upside-Down Selling takes just about everything you know about the selling process and turns it on its ear – upside-down, if you will…

★ That means shifting the mindset from “pushing for sales” to delivering value.
★ That means getting away – far away! – from the traditional stereotypical perception of salespeople as plaid-jacket-wearing, lying weasels.
★ And that means achieving outrageous success by comfortably engaging your entire team to grow revenue.
★ With Upside-Down Selling, you’ll quickly realize that your greatest growth potential is sitting right under your nose.

What others are saying about Upside-Down Selling:

“I know Ian and have seen his work. He identifies problems, finds solutions and saves clients money. That formula is at the heart of his new book, Upside-Down Selling. This quick read will help you and your team find and “bring online” the problem solvers in your own organization...team members who can increase both the top line and bottom line results...not by selling, but by solving.”

Donald J. Hurzeler
Former CEO Zurich Insurance
and author of The Way Up
________________

"If you don’t have the opportunity to see Ian Altman live, this is the next best thing! His energy, enthusiasm, and most importantly, his real-world content comes to life in this simple, but powerful book. It not only informs, it involves the reader from start to finish."

Robert L. Jolles
President, Jolles Associates, Inc. and
best selling author of Customer Centered Selling
________________

"Let's just cut to the chase folks. If you're in sales and ready to stop wasting your time with fruitless "work", then you need to read this book. If you're looking to give your team a much great vision of sales success, networking, and referrals-- you need to read this book. And finally, if you really just want to sell more stuff-- you need to read this book. Ian's language and message in Upside Down Selling is clear, concise, and exactly the shot in the arm you and your sales staff need right now."

Marcus Sheridan, The Sales Lion
Author of Inbound and Content Marketing Made Easy
________________

“Upside-Down Selling genuinely reflects Ian’s approach to business development. His ability to help each of us recognize and utilize the skills and traits we already possess to drive success and growth in our business is the true gem of his message. This isn’t something that’s intimidating to pick up again and remind myself of Ian's messages to keep me on track.”

Tim R. Hawkins, CPA,
President, LT Business Dynamics
________________

“Ian Altman has written a powerful, must-read book for anyone who wants a practical, comfortable, integrity-based approach to driving unparalleled growth in business. Designed to comfortably engage your whole team, this book is filled with specific actions for anyone who wants to secure dramatic and incredible success. He raises the bar for targeting and winning business without gimmicks. This book is packed with accessible, memorable, results-based mindsets and steps for any business leader seeking outrageous growth for their company.”

Suzi Pomerantz, Executive Coach
and Author of Seal the Deal
________________
“Ian has written a simple to read, easy to adapt, and practical book that will help you and your team solve client problems. The powerful concept of focusing on delivering value by solving client problems, illustrated with easy to understand examples, and practical steps you can put to use immediately, will be invaluable to you if you’re interested in growing your business. If you want to stand above and apart from your competitors, you must read this book and you’ll be on your way to increasing your company’s revenue!”

Les Smolin, CEO Executive Leadership Forum &
Group Chairman, Vistage International, Inc.


Editorial Reviews

Review

I know Ian and have seen his work. He identifies problems, finds solutions and saves clients money. That formula is at the heart of Upside Down Selling.
This quick read will help you and your team find and bring online the problem solvers in your own organization...team members who can increase both the top line and bottom line results...not by selling, but by solving. --Donald J. Hurzeler Former CEO Zurich Insurance and author of The Way Up

Ian has written a simple to read, easy to adapt, and practical book that will help you and your team solve client problems. The powerful concept of focusing on delivering value by solving client problems, illustrated with easy to understand examples, and practical steps you can put to use immediately, will be invaluable to you if you're interested in growing your business. If you want to stand above and apart from your competitors, you must read this book and you'll be on your way to increasing your company's revenue! --Les Smolin, CEO Executive Leadership Forum & Group Chairman, Vistage International, Inc.

In my 18 years of business ownership, I've come across dozens of sales processes and experts that claim to have the answers to business development and sales. Finally, Ian Altman delivers what so many business owners crave - an effective, straightforward strategy that educates sales and non-sales people how to determine is a prospect is good for your organization.
Not all prospects are a fit for a company. Chasing the wrong prospects is a waste of valuable time, enery, and resources. Especially in today's economy, businesses can't afford to pursue prospects that can't articulate their issues, the impact of their problems on their organization, and the importance of finding a solution. Businesses also can't afford to spend time and money crafting complex proposals and solutions for prospects that are looking to get free consulting from multiple vendors before making a buying decision - or no decision at all.
All of our go/no-go decisions now are centered around Ian's Issue-Impact-Importance decision criteria.
If you own a business or run a sales organization, and you don't want to chase the wrong customers, you need to buy this book for your sales team (and anyone else that interfaces with your customers!). --Marissa Levin - CEO of Information Experts

About the Author

Ian Altman is a speaker, author, and strategic advisor to CEOs and executives.

Businesses rely on Ian to stand out from the competition, engage their non-salespeople to grow revenue, and embrace an integrity-based sales approach to avoid being predictable.

A highly sought after speaker and considered an expert on achieving rapid growth, Ian works with hundreds of CEOs and executives each year delivering keynote addresses, workshops, and consulting engagements to address their business development challenges with Upside-Down Selling.

Ian is published weekly in the HuffingtonPost.com, the Washington Business Journal, and entertains and educates readers via his popular blog at GrowMyRevenue.com.

Before forming Grow My Revenue, Ian was the founder and CEO of several companies that he started, grew, and ultimately sold. After successfully combining and then selling his companies, he served as managing director of the acquiring company where he grew valuation to over $1 billion in just three years.

Simply put, Ian's mission is to help businesses become outrageously successful targeting and winning business.

Product Details

  • File Size: 1404 KB
  • Print Length: 56 pages
  • Publisher: Grow My Revenue, LLC; 1 edition (January 10, 2014)
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B0088QFCI8
  • Text-to-Speech: Enabled
  • X-Ray:
  • Lending: Enabled
  • Amazon Best Sellers Rank: #137,907 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

5.0 out of 5 stars
(23)
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Most Helpful Customer Reviews
2 of 2 people found the following review helpful
Format:Kindle Edition
If you walk into any law firm, defense contractor, consultancy, etc., you'll see an army of incredibly competent professionals who are massively underused as a business development resource. The best people in a services company to identify customer issues, and then help those customers understand that your firm can help them with those issues, are the very professionals that you have working closely with that customer. In my ten years as a defense contractor, working mostly onsite with our customer, I never once received training on how to identify opportunities and turn those opportunities into new business - and I've worked for both small and Fortune 500 companies.

Certainly I learned some things along the way, to the point where business development consulting is one of my practice areas, but what a wasted opportunity. In his book, Altman presents a rational process to leverage the untapped sales force in your company. It's unfortunate that a rational process needs to be named "Upside Down Selling," but as soon as you read this book you'll agree that Upside Down is actually right side up. What your company has been doing all along is most likely upside down.

A quick read that you can finish in 30 minutes, Altman avoids the "filler" and just gets right to the point. Full of actionable, step-by-step plans, "Upside Down Selling" is simply a must read for any business owner or executive.

Ingar Grev
Business Growth Adviser
[...]
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2 of 2 people found the following review helpful
5.0 out of 5 stars A great read June 19, 2012
Format:Kindle Edition
This is an invaluable resource. I will come back to it again and again. Ian Altman knows his stuff and shares his knowledge and experience for the benefit of his readers.
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2 of 2 people found the following review helpful
5.0 out of 5 stars Selling Done Right June 19, 2012
Format:Kindle Edition
I've never been a big fan of selling. It felt too much like a contest between the buyer and the seller. And what if the buyer didn't really need what I was selling? I wouldn't feel good at all about selling in that situation. Ian's book turns the traditional selling mindset on its head, just like the title implies. Instead of "selling", I can solve problems and meet needs instead. His book has totally changed my attitude about selling. I'm excited about it now - to the benefit of my company and my clients.
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2 of 2 people found the following review helpful
5.0 out of 5 stars Turns selling on it's ear June 15, 2012
Format:Kindle Edition
Does your picture of selling look like the slicked back hair, cheesy sunglasses, tacky sportcoat and cheap shoes of a guy who is lying when his mouth is moving?

If that's the case, this book will turn your view of selling upside down!

What if your team listened to customer needs as they were delivering high quality service to your clientele, found ways to add value to them by solving problems - addressing the pain that your customers are already feeling?

What if when your customers found that relief - received that value - they THANKED you in dollars and in goodwill? That's what Upside Down Selling is all about. Ian provides practical, useful, real-world ideas that you can begin to implement immediately.

If you need a simple, easy to implement process to help raise your revenues, then this is the book to read.
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2 of 2 people found the following review helpful
5.0 out of 5 stars Join the revolution June 15, 2012
Format:Kindle Edition
Just because selling hasn't evolved much in recent decades doesn't mean any of us have to subscribe to the old-school tactics, tips and tricks that still exist, in order to succeed. It's hard to believe that so many salespeople still operate that way ... but they do! This book packs a lot of punch and I'm hoping some of the old-schoolers read it, but clearly EVERYONE can benefit from its great content.

This was my first Kindle book and a great one to kick things off...

In a sea of selling strategies, Ian's approach is unlike anything I've ever seen. It's practical in its approach, simple to execute, the great stories make it quite interesting and the ideas produce results -- I've already applied some of these strategies with my own clients ... and they work! (hence the 5-star rating)

I own a dozen books on selling -- there's no simpler approach and no better value in this category. Buy this book and read it -- I'm sure you'll be as excited as I was to implement the best practices shared inside.
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2 of 2 people found the following review helpful
Format:Kindle Edition
If you are in any business and you have not read Ian Altman's book "Upside-Down Selling: An Integrity-based Approach to Avoid Being Predictable" you are losing the battle. In today's economy if you are still "selling" your product or services you cannot compete. Ian has laid out a concise method of how to be more successful growing your business revenues in today's constantly changing business environment. Ian's guidance is clear, concise and a new energetic map for your business to follow to its new revenue successes. This is not only a must read for business owners, but a must read for your entire staff.
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4 of 5 people found the following review helpful
Format:Kindle Edition
This book was a relief... I have been struggling with my approach to sales for years because of how I feel about the process. Ian Altman lays out a solution-focused approach to selling that is much more natural than anything I have seen, and the book spells out tactics to follow through and get results. I started using the "i3" framework immediately and it has transformed my sales conversations and is getting results.
I recommend this strongly to anyone who should be selling more but feels conflicted about it - help is on the way.
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Most Recent Customer Reviews
5.0 out of 5 stars The book was a definite eye opener
The ideas depicted in the book are realistic in nature - immediately to be put into practice. My favourite chapter: "Quality Referrals in Three Easy Steps" - be a... Read more
Published 1 hour ago by Levente Szfarli
5.0 out of 5 stars Concise but powerful
Consider this material a perfect segue and lead-in to Same Side Selling, a book that goes into further detail about how to erase the paradigm of sales using gimmicks, persuasion,... Read more
Published 3 months ago by Cale
5.0 out of 5 stars good sales coaching
I like the simple approach presented in this book. Ian is loud and clear. The information is easy to implement.
Published 5 months ago by beth
5.0 out of 5 stars Recently attended Ian's 2 day seminar in Washington, DC
I came away totally impressed with his strategies, tactics and real world solutions that address the age old subject of "selling" in a unique and refreshing way. Read more
Published 5 months ago by Owen Blevins
5.0 out of 5 stars Great Read to Sharpen Your Selling/Listening Skills in Professional...
Upside Down Selling is well written and gives wonderful real life examples that are very helpful for pursuing business with integrity. Read more
Published 8 months ago by Amazon Customer
4.0 out of 5 stars Short and to the point.
Good quick read, about 20 mins. To the point and filled with good advice. Recommended for small business with lots of customer facing employees.
Published 12 months ago by R. J. Breckel
5.0 out of 5 stars Ian's Issue-Impact-Importance Philosophy now guides our sales...
In my 18 years of business ownership, I've come across dozens of sales processes and experts that claim to have the answers to business development and sales. Read more
Published 22 months ago by Marissa Levin
5.0 out of 5 stars Fresh and Logical
Altman delivers content that can be used immediately to see increased results. I plan on sharing this with all my colleagues who want to grow their business.
Published on July 22, 2012 by Dave F.
5.0 out of 5 stars Makes too much sense!
This book makes so much sense you wonder why someone didn't come up with these concepts before. From getting to know Ian, I can say that his book mirrors his practical consulting... Read more
Published on June 25, 2012 by Robert London
5.0 out of 5 stars Could be "Selling right side Up"
The title could just as well be "Selling right side Up" as it's really the way sales should be done. Read more
Published on June 20, 2012 by Chris Yoko
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More About the Author

Clients come to Ian to engage audiences, flip traditional sales on its head, and become outrageously successful targeting and winning business. Ian Altman is the bestselling author of Same Side Selling (2014, IdeaPress Publishing) and Upside Down Selling (2012). He is an internationally sought after speaker and strategic advisor on sales and business development. Clients come to Ian when they are sick of their great sales or marketing message falling on deaf ears or their brilliant solutions are being treated as commodities. Ian delivers keynote addresses, workshops, and consulting to help organizations engage their non-salespeople, get on the same side of the table with their clients, and achieve extraordinary success.

Ian's popular blog is found on GrowMyRevenue.com, the HuffingtonPost.com, Business2Community.com and syndicated in various other publications around the world. You can get rich media on his media page at GrowMyRevenue.com

Before forming Grow My Revenue, Ian spent two decades as founder and CEO of a professional services consulting company and later a software company. After successfully combining and then selling his companies, he served as managing director of the acquiring company. In that capacity, over the next three years he grew valuation twenty-fold.

Simply put, Ian's mission is to help businesses become outrageously successful targeting and winning business.

Ian lives in Maryland with his two children, a dog, and a wife he doesn't deserve.


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