Riding Elevators Backwards: The Aspiring Leader's Field Guide to Building Relationships

by J. Larry Stevens

In a business environment where communications are increasingly dominated by the anonymity of emails, and relationships defined by the quantity of friends or connections possessed through social or business databases, Riding Elevators Backwards is a refreshing look at the fundamentals of relationship building. Larry Stevens has created a field guide for young professionals and aspiring leaders who want to expand their influence beyond superficial acquaintances and build deeper and more impactful relationships, both personally and professionally. From assessing the quality of your current relationships to developing techniques for meeting new people, communicating with clarity and alacrity, and building confidence that translates into trust and value, Riding Elevators Backwards is a virtual how-to manual for building genuine relationships that will lead to more sales, more contracts, and more influence with clients, customers, employees, and peers. In clear, conversational language and based on the concept of mutual trust, value, and chemistry, Stevens teaches you proven techniques for building relationships including: Using the rule of three to inspire confidence, Developing a smelly reputation that will make you memorable, Creating a reading strategy that will allow you to talk intelligently with any CEO in America and, Becoming a shape shifter to help you relate to multiple personalities. Riding Elevators Backwards will radically change your approach to relationships, and will challenge you to transcend the boundaries of social networks and technology-based communications and step boldly into real and metaphorical elevators where people and relationships are waiting just for you.

266 pages, Hardcover

First published March 23, 2013

Reviews

[Jillian Shiflett · Rating 5 out of 5]

I am a Team Leader in a direct sales company and found Riding Elevators Backwards very helpful in giving me ways to grow my sales team. Direct sales is about building relationships and that is exactly what Mr. Stevens coaches his reader to do. I loved the down to earth suggestions about how to model the behavior I want. I will make sure that every member of my team reads our new "play book" and can't wait to see our sales and recruitment flourish. This book is a valuable part of my sales tool kit and I will refer to it often as I grown my team.

[Jake Wiley · Rating 5 out of 5]

Great Book from a great guy

Had the pleasure of being hired by Larry many years ago at PwC and reading this book was like being transported back in time to the times we worked together.

He’s the real deal and so are all the stories. It was always fun to get into the Elevator!

It’s really great to now have all the lessons in one book!

[Anna Norris]

I enjoyed this book on a professional and personal level. In my professional life, I manage a law firm. In my personal life, I am a mother, wife, daughter, sister, friend, cousin, and the list goes on. I found this book full of valuable tools for building relationships that I will use in both my professional and personal life. I particularly enjoyed the message that meaningful relationships are dependent on three things - trust, value and chemistry – and I am inspired to read, learn, and seek more in order to be in a position to achieve chemistry with the people I encounter. I also enjoyed the message that good leaders and relationship builders consider other people’s time more valuable than theirs, give more than they get, and are willing to share knowledge. This is how they build lasting relationships of value and loyalty. I really enjoyed this book and found it insightful on many levels, well worth the time to read!

[Bernard Parenteau · Rating 5 out of 5]

Great book. Excellent suggestions, insights, and examples; not only for business leadership but more broadly for life lessons and the cultivation of relationships.