The more you sell, the less the client trusts you to tell them the truth. The more you sell, the less inclined the client is to listen. In reality, the more you sell, the less you win. UnSelling™ was written to help you shift the buyer-seller relationship from subservient to collaborative.
"UnSelling™: Sell Less to Win More" contains 22 strategies to control and win the deals you can't afford to lose. They include:
- Qualifying new clients that requires no “selling” – period!
- Understanding how to create a collaborative relationship with the prospect so that your sales teams can understand the truth from the client – not what they want you to believe
- Contrasting the difference between traditional selling and this unique approach to UnSelling™
- And understanding what to say and how to say it.
Your sales people and leaders will never “sell” the same way again – and will win more as a result.