UnSelling: Sell Less ... To Win More

by Peter Bourke

Overview

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.

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

BN ID:	2940011281976
Publisher:	Peter Bourke
Publication date:	04/06/2011
Sold by:	Smashwords
Format:	eBook
Sales rank:	374,663
File size:	588 KB

About the Author

Peter Bourke is the Founder and Principal of Better Way Sales Strategies. He has more than thirty years of experience in sales leadership in the professional services, high tech, healthcare, and outsourcing industries. Previously 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.

In addition to his business career he Peter has been active in two major ministry areas:
• As founder and steward in serving those who are in career transition - http://www.c3g.org - and as an author and speaker - http://www.betterwaytomakealiving.com
• Walking with Christian men to help them understand God's purpose for marriage and our role as husbands in an abundant marriage - http://www.menyourmarriagematters.com

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 (http://www.betterwaystrategies.com), Peter provides keynote speech programs, win/loss reviews, and large, strategic opportunity coaching to his clients.