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UnSelling: Sell Less ... To Win More
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UnSelling: Sell Less ... To Win More

3.58  ·  Rating details ·  222 Ratings  ·  15 Reviews
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 becaus
Kindle Edition, 53 pages
Published (first published March 29th 2011)
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Melvin Marsh, M.S.
May 07, 2018 rated it liked it
Shelves: business
I'm not a huge sales person, never have been and of course the only thing I hate more than selling is someone trying to sell to me. My grandmother used to work at a car dealership for her entire adult life so I grew distaste at a very young age for both parts of the process. This book teaches you how to sell without actually selling the product. You aren't selling by doing demos and such, but this is a very client-centric solution. You are helping them figure out what they need and while you may ...more
Kevin Patterson
Sep 16, 2017 rated it it was amazing
Unselling - Helping the client find solutions to business problems

This is a great book to remind sales people that above all ask questions and then Listen! While there will always be significant pressure to perform just selling the client isn't effective. This book is an excellent study in sales as a trusted advisor and consultant. This is a good companion book to The Challenger Customer.
Danielle West
Aug 06, 2012 rated it liked it
This is a book full of excellent tips on a new way to sell - or Unsell, if you will. For me, it was less of an eye opening, novel new way of doing things than an affirmation that my way of sales may have been right all along.

I used to be a telemarketer. For eight months I sold cell phones and plans through cold calling. I hated it, mostly because I was awful at it. If I could find someone who was interested in talking for a moment, I could quickly find out if we had something that was a good fi
Eugene Fedrick
May 04, 2014 rated it it was amazing

I am going into leading sales position. I love the techniques that were defined in this book. I'm looking forward to applying some of these practices in future buyer/seller meetings. I'd recommend this awesome short read book to anyone interested in enhancing their selling approach.
Dori Gehling
Sep 18, 2012 rated it really liked it
A must read for business people....not just sales people. Rather than sales strategies and closing techniques, Unselling offers helpful relationship building strategies for the modern salesperson which is the key to a healthy referral business, more control over your time and a happier life.
Apr 16, 2012 rated it it was amazing
Shelves: business
I really liked this book with a caveat. This applies to complex solution selling. Not everything is applicable to high frequency commodity product selling. There are a wealth of concrete examples of how to execute the consultative sale.
Joel Ungar
Sep 29, 2013 rated it really liked it
Shelves: business
Reads like a concise version of Sandler selling to me. Good approach to selling that will set you apart from your competition.
Dominik Szmaj
Mar 05, 2015 rated it it was amazing
Genialna książka, wracam do niej po nowe pomysły za każdym razem jak potrzebuję mocnych argumentów w rozmowie z klientem.
Feb 13, 2014 rated it it was amazing
One of the best sales books I've read to get my head on straight about what I'm really doing, and why. It's free on Amazon (I don't know why?), it's short, and it's powerful!
Jan 05, 2013 rated it really liked it
Not incredibly well written but the concepts are absolutely solid. Helpful book for any salesperson.
Juichia Che
Jan 14, 2014 rated it really liked it
Excellently unconventional for B2B sales.
Beatrice Lapa
Sep 21, 2015 rated it it was ok
Shelves: work-research
Very interesting points (and I agree with most of them), but the writing style wasn't something I'd find terribly exciting and I can't put my finger on what's wrong.
Very interesting approach. Only partially applicable in some countries where part of the unselling approach would be misunderstood by potential client (= free consultancy = give me more).
Giovanni Casinelli
Sep 09, 2012 rated it really liked it
A new approach is proposed and well explained. It's very sound too.
Rae Coleman
Jun 06, 2018 rated it liked it
Had to read it for work.
Kimberly Miller
rated it it was ok
Feb 08, 2016
Yuri Karabatov
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Jan 12, 2012
rated it it was amazing
Apr 28, 2018
Cheryl St.
rated it it was ok
Jul 07, 2012
Gregg Masiddo
rated it it was amazing
Feb 15, 2018
Paula Peralta
rated it it was amazing
Oct 27, 2011
Vida Williams
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Jan 01, 2016
Mike Rogers
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Sep 22, 2014
niki mauricio
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Mar 26, 2016
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Sep 11, 2012
rated it it was ok
Nov 17, 2014
Jane moriarty
rated it it was ok
Apr 01, 2017
Rob Carroll
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Sep 16, 2017
rated it did not like it
Dec 30, 2015
Kate Mikhailova
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Dec 25, 2015
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“Far too often, we also find that a core reason for a loss is that is wasn’t the right client and/or the right opportunity for the sales team to pursue.” 1 likes
“Successful sales teams walk into a relationship with a prospect with a pre-disposition that the first priority is to bring our expertise and knowledge in helping clients make informed, well-thought-out decisions so that they can choose the very best solution.” 0 likes
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