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UnSelling: Sell much less… To Win More
The more you sell, the particular less the client trusts you to tell them the truth. The more a person sell, the less willing the client is to listen. The more you sell, the more a person tend to look (and act) like a hammer looking for a toenail – where any toenail will do. In reality, the more a person sell, the less a person win.
This is entirely counter-intuitive to the typical sales person, mostly because we are taught from the first day time of sales training that the key to success is great sales methods. You can find thousands of books on the art and science associated with selling – techniques, methods, even scripts to “sell” the prospect. Our corporate product sales training classes always was adamant that sales is about understanding the prospect’s needs and then articulating your solution so that the potential customer was compelled to choose your own obviously-superior solution – correct? Not so fast! The problem: the majority of prospects don’t want to be offered.
This book on UnSelling is designed to change the buyer-seller relationship through subservient (they say, “Jump, ” we say, “How high? ”) to collaborative and does so by having the seller resist the temptation to “sell” (or tell). UnSelling is focused on the more consultative approach associated with understanding the problem the client will be intent on solving. The better we understand the client’s issue, the less we have to market (if at all).
This eBook will summarize an approach to control and earn the most complex deals that includes:
• Qualifying new clients that requires no “selling”: time period!
• Understanding how to create a collaborative relationship with the potential customer so that your sales teams may understand the truth from the customer – not what they want you to believe
• different the difference between traditional marketing and this unique approach to UnSelling
• And understanding what to say and how to say this
Your sales people and leaders will never “sell” the same way again – and will earn more as a result.
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Salespeople hate to read. That’s why Little Red guide of Selling is brief, sweet, and to the point. it can packed with answers that people are searching for in order to help them make product sales for the moment—and the rest of their own lives.
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