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!
Category Archives: Sales
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.”
But the Truth Hurts…
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 […]
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.