Author Archives: Peter Bourke

Can UnSelling™ work for a job search? (Part 2)

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This topic is all about helping sales (and non-sales) people to realize that winning new business is not about selling (or “telling”) more aggressively. It’s about changing the nature of the relationship between buyer and seller to one of collaboration.

Can UnSelling™ work for a job search?

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The short answer: “Yes!” I’ve been asked a few times recently whether the UnSelling concepts can be applied to someone’s job search?  Does the logic still hold that the less you sell, the more easily you can “win” a new job? Let’s explore a couple of examples of how this can be applied (you can […]

UnSelling™ is Hitting a Chord with readers!

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4000 Kindle downloads in the first 10 days We launched the new eBook titled, UnSelling: 22 Strategies to Win Without Selling on June 2 and the feedback so far has been excellent – we thank each one of you (over 4000 Kindle downloads alone)  for taking the time to download the eBook and for your […]

Questions are More Impactful Than Answers

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When it comes to UnSelling, the same basic principle applies. When we’re tempted to provide all the answers that we’re convinced our clients (or prospects) so badly need – resist the temptation! Instead, ask the client a provocative question that will demonstrate both your credibility and your ability to collaborate (instead of pure telling or selling).

When it comes to UnSelling, the same basic principle applies. When we’re tempted to provide all the answers that we’re convinced our clients (or prospects) so badly need – resist the temptation! Instead, ask the client a provocative question that will demonstrate both your credibility and your ability to collaborate (instead of pure telling or selling).