If not, they should! I have worked with (and for) a number of sales organizations in the past 30 years and I am struck by how few of them have taken the time and effort to define the optimum sales process steps that their most successful sales people employ and the activities within these steps that […]
Category Archives: Sales Techniques
Can UnSelling™ work for a job search?
The short answer: “Yes!” I’ve been asked a few times recently whether the UnSelling concepts can be applied to someone’s job search? Does the logic still hold that the less you sell, the more easily you can “win” a new job? Let’s explore a couple of examples of how this can be applied (you can […]
UnSelling™ is Hitting a Chord with readers!
4000 Kindle downloads in the first 10 days We launched the new eBook titled, UnSelling: 22 Strategies to Win Without Selling on June 2 and the feedback so far has been excellent – we thank each one of you (over 4000 Kindle downloads alone) for taking the time to download the eBook and for your […]
Questions are More Impactful Than Answers
When it comes to UnSelling, the same basic principle applies. When we’re tempted to provide all the answers that we’re convinced our clients (or prospects) so badly need – resist the temptation! Instead, ask the client a provocative question that will demonstrate both your credibility and your ability to collaborate (instead of pure telling or selling).
When it comes to UnSelling, the same basic principle applies. When we’re tempted to provide all the answers that we’re convinced our clients (or prospects) so badly need – resist the temptation! Instead, ask the client a provocative question that will demonstrate both your credibility and your ability to collaborate (instead of pure telling or selling).
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!