I was asked recently what skills are required to be effective in UnSelling. As I contemplated the answer and began to capture the key attributes, I was struck by two things 1) How different these skills are compared to sales people who operate in traditional selling environments and 2) How consistent most of these are with fundamental biblical principles
Category Archives: Sales Strategy
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.
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.
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!