Sounds Heretical – yes?
It seems unimaginable that a respectable resource like the Harvard Business Review could possibly argue that relationship selling is dead. After all, haven’t sales experts since the dawn of man told us that relationships are everything – i.e. people buy from people they like.
The reason I am captured by this research (HBR article) is that it closely parallels what I have outlined in my new eBook – UnSelling™: Sell less to win more.
I’ll be interested in your comments related to this article and of course I always appreciate your feedback on UnSelling!
Did you miss the UnSelling™ webinar? We registered over 300 people for UnSelling™: Sell Less … To Win More!
We understand that with everyone’s busy schedule it’s not always easy to attend these pre-scheduled events so based on the response to this topic we are making available a replay of the 60 minute webinar that you can view at your convenience.
You can view the webinar and also download a free copy of Peter Bourke’s newly published eBook UnSelling™: Sell Less … To Win More. The free eBook is available in several formats, including Kindle, Nook, iBook, PDF, and more.
This topic is all about helping sales (and non-sales) people to realize that winning new business is not about selling (or “telling”) more aggressively. It’s about changing the nature of the relationship between buyer and seller to one of collaboration.