Innovative Sale - Unleash Your Creativity for Better Customer Solutions Extraordinary

When it comes to strategies, salespeople usually veer toward one of two extremes: operating analytically...or by the seat of their pants. In this groundbreaking book on sales creativity, readers will learn how to integrate the right-brain aptitude for innovation with the left-brain affinity for logic and process. The result is a fresh, dynamic approach that addresses customers' needs while expanding the salesperson's entire way of thinking. Packed with real-life examples and powerful principles, The Innovative Sale reveals how to:

• Define the sales challenge
• Question assumptions and look for ways to reframe the problem
• Mine unrelated situations for fresh solutions
• Get comfortable with feeling lost as you explore new directions
• Break some rules and learn to "grow with the flow”

The Innovative Sale draws on the work of pioneering geniuses in design, architecture, and the arts to help salespeople develop a predictable creative process. With the tools and tips of this game-changing book in hand, they'll unleash their own unique powers of intuition and innovation, and land more sales than ever before—in ways they never imagined possible.

List of contents

C o n t e n ts
Acknowledgments v
Introduction ix
Chapter 1 The Sales Innovation Dilemma 1
The Dilemma of Perception 6
The Dilemma of Constraints 12
The Dilemma of Personality 19
How Sales and Innovation Work Together 23
Chapter 2 The Innovative Sale Principles 27
Principle One: Pattern 31
Principle Two: Variety 38
Principle Three: Unity 43
Principle Four: Contrast 49
Principle Five: Movement 54
Principle Six: Harmony 61
Chapter 3 What's Your Problem? Laying
the Foundation and Gathering Insight 67
The Innovative Sale Process: An Overview 71
Step 1: Define the Challenge and Constraints 85
Step 2: Gather Insight 88
Chapter 4 Breaking Down Barriers 99
Breaking Down Brainstorming 102
Step 3: Create Initial Approaches 108
Step 4: Destroy False Constraints 110
Chapter 5: Where Are All the New Ideas? 119
Step 5: Combine Parallels 122
Step 6: Explore Horizontally 134
Chapter 6: The Attraction of Rejection 143
Step 7: Develop Vertically 148
Step 8: Implement and Communicate 156
Chapter 7: The Innovative Sale in Practice:
Delivering a Better Value Proposition 169
Working Through the Innovative Sale Process 170
Chapter 8: The Innovative Sale in Practice:
Designing Your Sales Process
and Customer Experience 197
Working Through the Innovative Sale Process 198
Chapter 9: The Innovative Sale in Practice:
Coaching Your Team 219
The Innovative Sale Assessment: Understanding Your
Sales Team's
Creative Quotient for Sales 222
Putting It into Action 239
Chapter 10: What's Your Creative Quotient for Sales? 245
Get Your Creative Quotient for Sales 246
Building Your Innovative Sale Muscles 247
Appendix: Your Revenue Roadmap: A Powerful
Left-Brained Approach for Connecting
the Sales Effectiveness Disciplines 259
Index 267

About the author

MARK DONNOLO is a managing partner of SalesGlobe and founder of the SalesGlobe Forum. He has over 25 years of experience as a leading sales effectiveness consultant with companies such as IBM, Office Depot, LexisNexis, Comcast, KPMG, Iron Mountain, ATT, and Accenture.

Summary

A left-brained salesperson uses logic and process to analyze their way to success. A right-brained salesperson flies by the seat of their parents to stumble upon exciting, innovative ways to bring in new business. Which is the better way to find success? Yes!When the left-brained learns how to integrate the right-brain aptitude for creativity, and the right-brained discovers how to draw on the left-brain affinity for operating analytically, a hybrid sales genius results who has learned how to address all their customers’ needs and can land more sales than they ever imagined possible. Packed with real-life examples and powerful principles, The Innovative Sale reveals how to:• Define the sales challenge• Question assumptions and look for ways to reframe the problem• Mine unrelated situations for fresh solutions• Get comfortable with feeling lost as you explore new directions• Break some rules and learn to “grow with the flow”Drawing on the work of pioneering geniuses in design, architecture, and the arts, the tools and tips of this game-changing book will help any salesperson--left- or right-brained--unleash their own unique powers of intuition and innovation.

Product details

• Authors: Mark Donnolo
• Publisher: Amacon Book Division
• Languages: English
• Product format: Hardback
• Released: 01.02.2014
• EAN: 9780814433478
• ISBN: 978-0-8144-3347-8
• No. of pages: 288
• Subjects: Social sciences, law, business > Business > Advertising, marketing; BUSINESS & ECONOMICS / Skills, BUSINESS & ECONOMICS / Customer Relations, BUSINESS & ECONOMICS / Personal Success