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).