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Consultative Selling – You are not a guru if you read a book or two.
The UnSelling alternative takes a very different approach. Instead of desperately trying to find a pain that I can quickly solve, it attempts to engage in a dialogue. A dialogue that’s relevant to the client’s world. Traditional selling makes the assumption that the prospect is more than likely to appreciate how valuable this solution must be.
Don’t be a Jack of All Trades and a Master of None
One red flag that potential buyers tend to watch for in evaluating vendors is when a competitor contends that they have a “breadth of capabilities” that is perceived by the prospect as sounding like a “jack of all trades.”
Using the Walk Away Strategy…to Win?
Sneak Preview from UnSelling: Sell Less to Win More. What if you could use the walk away strategy to actually win deals? By politely confronting the prospect to allow you access to key information in order to develop a credible and relevant solution.
UnSelling – Episode #3
Diving deeper into the UnSelling concept, this short blog entry is a must watch for all client service-oriented professionals. Are you treating your clients in a way that leaves them wanting more? Take a lesson from Patrick Lencioni!
“Whiplash” Questions
We don’t hope that bad news won’t come up, we proactively ensure that it does. That’s selling suicide, isn’t it?! That’s why I call it a whiplash statement – it is intended to be provocative. If you were with another sales team member when you made this statement their head would snap your way (hence the reason we call it a “whiplash” question) with a look that says, “What in the world are you saying that for?!”