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Index
Half-title page
Testimonials
Title page
Copyright page
Dedication
Contents
Introduction
Part I: The Revolution
Chapter One: Why Is the Sales Process So Broken?
The $8 Million Disaster
The Problem with “Let Me Tell You What I Do”
The Case for Revolution
Chapter 2: The Three Sources of Miscommunication
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
Becoming the Indispensable Partner
Indispensible 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
Two Keys to Improving Results
Change Your Sales Language
The Power of Communication
Part II: Successfully Implementing The Ultimate Sales Revolution
Chapter 5: The Stage of Engaging
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
Step 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: Maximizing Value
Means Values versus Ends Values
The Value of Values
Putting Ideas into Practice
Chapter 7: The Stage of Aligning
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
Improving Your Best and Your Most Challenging Client Relationships
Chapter 9: Killing Sales Myths and Additional Resources
Killing 7 Myths of Selling
Ultimate Sales Revolution Axioms
Troubleshooting Guide
About The Institute for Sales Innovation
Acknowledgements
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