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UnSelling: Sell Less ... To Win More [Kindle Edition]

Peter Bourke

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Product Description

Product Description

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. The more you sell, the more you tend to look (and act) like a hammer looking for a nail – where any nail will do. In reality, the more you sell, the less you win.

This is entirely counter-intuitive to the average sales person, mostly because we are taught from the first day of sales training that the key to success is great sales techniques. You can find thousands of books on the art and science of selling – techniques, tricks, even scripts to “sell” the prospect. Our corporate sales training classes always insisted that sales is about understanding the prospect’s needs and then articulating your solution so that the prospect was compelled to choose your obviously-superior solution – right? Not so fast! The problem: most prospects don’t want to be sold.

This book on UnSelling is designed to shift the buyer-seller relationship from subservient (they say, “Jump,” we say, “How high?”) to collaborative and does so by having the seller resist the temptation to “sell” (or tell). UnSelling is focused on the more consultative approach of understanding the problem the client is intent on solving. The better we understand the client’s problem, the less we have to sell (if at all).

This eBook will outline an approach to control and win the most complex deals that includes:
• 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.

Product Details

  • Format: Kindle Edition
  • File Size: 246 KB
  • Print Length: 53 pages
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B0051WJCAQ
  • Text-to-Speech: Enabled
  • X-Ray:
  • Amazon Bestsellers Rank: #7,959 Free in Kindle Store (See Top 100 Free in Kindle Store)
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.2 out of 5 stars  45 reviews
12 of 12 people found the following review helpful
5.0 out of 5 stars Unselling belongs on your bookshelf if you are serious about selling in this economy! June 6 2011
By Daniel J. Mcdade - Published on Amazon.com
Format:Kindle Edition
The "22 strategies to win without selling" are must read! Concepts around qualifying and "consult don't conform" are priceless. This book is a short airplane read and I'll bet you will want to read it several times. Peter provides some specific approaches (like: "let's decide if it makes sense to do this at all") that will position you as a consultant and peer, rather than a bag carrier. Sections about why the client deserves the truth and why executive access is mandatory, not optional, really hit home. Specific examples of how to use a "provocative point of view" are provided. I highly recommend this book to senior executives whether or not they are in sales or marketing.
9 of 9 people found the following review helpful
5.0 out of 5 stars How spot on!!! June 6 2011
By Jon K. Hauck - Published on Amazon.com
Format:Kindle Edition
The concept of Unselling makes perfect sense, and I wonder why we don't all do this every day? Getting the client to frame their issues and confirm them in a none threating way is a must in selling today. Couple that with the "taking control" strategy and supporting tactics, and Peter has nailed the way to win the hearts and minds of the people that matter!!

Bravo!!
6 of 6 people found the following review helpful
4.0 out of 5 stars Useful even for non-sales professionals June 9 2011
By वाचक - Published on Amazon.com
Format:Kindle Edition|Verified Purchase
I'm not sales person by profession. Still, I picked this up with awareness that many interactions with others require us to 'sell' something to others--an idea, getting them to do something, etc. Like the unique and contrary insights shared by such an experienced person. This book is worth your time! Too good to be true for a free Kindle version.
7 of 8 people found the following review helpful
3.0 out of 5 stars Lots of great ideas - but needs material to help use the ideas Jan. 17 2013
By Greg Ferrett - Published on Amazon.com
Format:Kindle Edition|Verified Purchase
Unselling: Selling Less ... To Win More by Peter Bourke.

As a sales trainer I was recommended this book. I was gobsmaked that in 2013 anyone would consider the sales techniques taught by IBM, NCR and Xerox pre-1980 still a valid way to sell. Peter took fully 1/3 of his book to tell me something I consider everyone in the sales game already knew.

That being said, Peter then goes on to tell us the way to sell is to listen to our clients, challenge them in areas we are experts, and in general behave like a consultant.

The 22 strategies Peter outlines in chapter 3 are great. I would have liked to see more structure around the ideas to make them easier to read and put into action.

Writing a book on 'selling' in a crowded market requires a different slant and the use of the word 'Unselling' is not really what is meant - what he is talking about is the way sales people today all sell - except maybe used car salespeople and perhaps real estate agents.

The chapters in this book are;

Chapter 1: Selling Doesn't Work
Chapet 2: The Alternative: Unselling (Think 7up - the Uncola)
Chapter 3: Unselling Practical Examples and Applications
Chapter 4: You Know You Have it Right When ...

Perhaps I had a different expectation as the ideas Peter introduces are all what I call 'standard' today. If you are after a good summary of where selling is today, then this is a good introduction. If you are after a structured sales process you will be disappointed.

Greg Ferrett
3 of 3 people found the following review helpful
5.0 out of 5 stars 10 steps to sales success Jan. 15 2013
By Rick Yvanovich - Published on Amazon.com
Verified Purchase
Unfortunately there are several books with the same title and the Sales 101 by Brian Azar and Brad Fenton is the harder to find. I say unfortunate as I cannot imagine the many people who don't find this book and thus do not benefit from the 10-step wisdom it contains. Whether you are new in sales, in a rut or a seasoned professional, this book holds 10-steps to take you to sales success. Its called Sales 101 for a reason, it simple, its straightforward, its easy to follow and there are only 10 steps. So take what I will call Step zero and buy and read this book now.

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