UnSelling is a new and very different way to “sell.” The essence of this approach to working with prospects and clients is ensuring the prospect is convinced that we aren’t a hammer looking for a nail. Said another way: 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 that is built on trust and collaboration. A relationship where we can provide honest, useful advice and where we can gain credibility (and preference) in the mind of the buyer. And by doing so, encourage 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.
Look out for the new E-book where we will explore the attitudes, tactics, and strategies that aren’t traditional selling approaches. In fact, from the client’s perspective, it doesn’t even feel like you’re being sold.
Let’s look at the contrast between the two sales approaches:
