Are you sensing an underlying theme in many of these UnSelling strategies? I hope the theme that’s obvious is that above all else, our clients deserve the truth. Even if it’s hard for us to admit the truth. Even if it’s not what they want to hear. Even if the truth is likely to hurt […]
Author Archives: Peter Bourke
Stop Being a Subservient Salesman!
Practical examples on how UnSelling ensures that we can lower the buyer’s natural defenses about someone trying to “sell” them so that we can have a far more productive relationship with the buyer which encourages them to share more information about their needs, their priorities related to this initiative, and their personal agendas – all of which improves our ability to serve them effectively.
UnSelling – Episode #2
Here is the follow up to our First Ever UnSelling Video Blog. Here is some fresh advice on how we can be practical and honest with our prospects to pull out the truth without wasting our time or theirs. Check it out!
Choose Your Words Wisely
What if you change your style from selling to UnSelling, creating an open, collaborative relationship? If you want to be needed, you must first understand the needs a customer has. Salesmen all too often jump at the chance to offer their solution without being fully aware of why the client is even in the market for an alternative solution.
¨Selling¨ doesn´t work
If you embrace this notion then, it begs the question: what should I do in the selling process if not sell? That’s where we’re going with this whole “un”selling concept! We’ll explore this concept further and I look forward to your experience with selling successfully without really selling.