Time to Test Your Selling Skills

We want to test your UnSelling™ skills! We’ve just launched an UnSelling survey that allows you to determine if you have what it takes to stop selling and start UnSelling™. You can take the survey now!

Webinar Tomorrow – 12pm

Join us for a webinar tomorrow (12-1pm) on teaching sellers to resist the temptation to “tell” or (sell), preferring the more consultative approach of focusing on understanding the problem the client is intent on solving. Don’t miss it!

My Father, the Likeable Salesman

When I was a kid growing up in Southern California, he occasionally let me tag along to his office or to one of his clients. They would go out of their way to explain to me how great my father was and how helpful he had been to them for so many years. And it was these experiences that shaped my personal view of what “sales” is all about – serving people really well. Secondly, a great sales person carries a conviction about the product/solution they represent. If you don’t have this conviction, I’d recommend you look hard at alternative companies (or careers) that will allow you to sell and serve clients with this attitude.

No I Don’t Need Surgery On My Knee, Thank You

The doctor could easily take an X-Ray or MRI and say, “You need surgery on that knee.” Even if the diagnosis is absolutely correct, the ailing patient is likely to be skeptical. He may wonder, “How does he know that already?” “What are my other treatment options?” “Maybe I should get a second opinion.” Regardless, the patient is hesitant at best and more likely skeptical – in large part because the Doctor has provided exactly one option – surgery!