Upside Down Selling: An Integrity-based Sales Approach to Avoid Being Predictable

by Ian Altman

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 “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. HurzelerFormer CEO Zurich Insuranceand 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. JollesPresident, 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 LionAuthor 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.

56 pages, Kindle Edition

First published May 31, 2012

Reviews

[Scott Warren · Rating 4 out of 5]

Some great ideas for Medium to Large organisations

This book seems focused on organisations that have a Staff who communicate with the clients. I would recommend Same side selling by Ian Altman for smaller organisations. In fact the later is a better book and this is more like a summary.

[Chris · Rating 2 out of 5]

Sales collateral for hiring the author's consulting firm. Lacks depth with the goal of inspiring outreach if you find your situation similar to any of the stories.

I respect the game and understand the approach. Lacks depth is the phrase I keep coming back too.

[Alejandro Perez · Rating 5 out of 5]

Short. Concise. Practical. To the point. A must for all customer facing individuals.

[George Velez · Rating 5 out of 5]

Excellent bitesize information for anyone wanting to hone their selling skills and understand the importance of a consultative approach.