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. This book on UnSelling is designed to shift the buyer-seller relationship from subservient to collaborative. Your sales people and leaders will never “sell” the same way again – and will win more as a result.
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About the Author
Peter Bourke is the Founder and Principal of Better Way Sales Strategies and a Principal at The Complex Sale (complexsale.com), a market-leading sales methodology and training firm. He has more than thirty years of experience in sales leadership in the professional services, high tech, and outsourcing industries. Prior to joining The Complex Sale in 2003 he served as president of the outsourcing division of Spherion Corporation.
Peter’s background in sales leadership, marketing and operational management includes key roles with Andersen Consulting (now Accenture), IBM, NYNEX, and First Financial Management. At Andersen Consulting he was Global Director of Business Development. In this role, Peter led the development of the business development framework that was implemented throughout the firm for outsourcing and consulting services.
Peter received a Bachelor of Science degree in Business Administration from California State Polytechnic University, Pomona, as well as an MBA from Pepperdine University.
Through Better Way Sales Strategies (betterwaystrategies.com), Peter provides keynote speech programs, win/loss reviews, and large, strategic opportunity coaching to his clients.
Most Helpful Customer Reviews
I recently began my own bussiness and started taking classes and reading books on selling. The find the problem and i have the solution no matter what approach has been beaten into my head! I have made some sales with that approach but it always felt like the client bought from me because he either felt sorry for me, new i was trying, orr felt guilty. Needless to say they bought from me again! And why would they, they bought for me in the first place. This bokk reminds you how you feel when you are the client and helps you understand why it is your best interest to offer your client the best solution even if it is not yours! Get read!
short good read