Unreceptive

A Better Way to Sell, Lead, and Influence

De: Tom Stanfill

Narrado por: Tom Parks

Duración: 8 h y 31 m

Resumen del Editor

Learn the secret to making the hard sell easy.

A large and growing number of people are distracted, overwhelmed, and isolated today and this has resulted in a steep decline in receptivity to another sales pitch, call, or email. And the harder you try to sell, the greater the resistance.

Unreceptive reveals the surprisingly simple and refreshing solution to this problem that is a sharp contrast to traditional approaches to selling, revealing why the receptivity of an audience is far more important than the power of the message.

In this groundbreaking new guide, Tom Stanfill shares his proven methodology, road-tested over decades by hundreds of thousands of sales professionals, workshop participants, and industry experts, on how to convert even the most disinterested prospects and customers. This book will show you how to:

• Eliminate resistance and make selling easy and enjoyable, while experiencing a deeper sense of purpose.
• Overcome the five receptivity barriers - the customer’s perception of you, opening a “closed” door, uncovering the unfiltered truth, changing beliefs, and motivating the customer to take action.
• Adopt the tested and true operating system used by the most persuasive and influential people.

When you shift the focus from crafting the perfect message to creating receptivity, you flip the entire art of selling on its head and form lasting relationships that set you and your customers up for lasting success.

Accompanying figures are available in the audiobook companion PDF download.

PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio.

©2021 Tom Stanfill (P)2021 HarperCollins Leadership

If you don’t want to growth, don’t listen it.

I know we all chasing for how to’s and ultimate knowledge.

Exactly, because you care and you believe that actions matters. This book may contain insights/wisdom culled from experience that help pave a surer path to what you seek, even if the 'ultimate knowledge' remains elusive.

Enjoy

Fulfilling book of truth

Great book with is powerful message for how to advance your sales skills but more importantly how to live a fulfilled life by putting others first.

Incredible book that has shaped my sales career

This book is a fantastic summation of the Aslan method that has shaped my sales career. If you want to know how to better serve people and be a better sales person without any cheesy gimmicks or pressure style tactics, look no further, this is your book. Excellent job Tom!

Reminder

That book has very good advice in serving others, in the book is called “Dropping the rope”, it is a good reminder for sales people so that they put customer interest before the salesman interests. It is a good concept. For me the book was too long for this great advice.

This was a wake up call that I needed to remind me why I’ve been successful.

I had the pleasure of going through as Lynn training in 2013 or 2012 directly talk by Tom and I remember comparing it to other professional sales training skills that I had gone through and how it was not something to be at the cereal and think of overcoming a client like a trophy but truly looking at it from a psychological standpoint and feeling good at the end of the day about the job that you were doing. I think Tom did a great job of surmising what his training is all about.

Dime a Dozen

The beginning of the book took a condescending tone regarding getting others to listen. As someone who both sells and gets sold to I was instantly questioning what I was in for. Things took an unexpected turn for the positive as the book got to the point. The book calls it "dropping the rope". It's simply a take on low pressure sales being more effective despite feeling less effective for some. That premise is fairly well established but the book covered it well.

Understand this concept and you can skip the book. Someone with no knowledge of roofing needs to call roofers for bids. One comes and looks and advises them to wait 4 years as their roof is fine. The customer is very impressed as they thought it was time and were ready to hire someone. That roofer will get the job at any price whenever the customer has the roof done. The roofer has demonstrated that they will give the customer good information even when it isn't to the roofers advantage. That is the take away from the good sliver of the book. It's not an example in the book but the basic concept in the sales industry that the book highlights in the part of the book that works.

After that the book takes a quick and rapid turn in the direction of the absurd and of being a massive waste of the readers time. There are no new concepts laid out. At one point while discussing not taking a sales meeting there is the line "be clear on what you need to deliver your truth". I am all for telling a customer it's not a fit but trying to extrapolate the reason for that to be "your truth" made me laugh out loud and blush. It turns into what feels like a generic self improvement book that goes from one antidote to another in a way that feels like filler to hit a page count. I stuck it out to the end thinking it must be building up to something. I was wrong. If you want to check it out just skip the beginning 1/8 and last 3/4. The sliver between isn't bad or you can just run with what I mentioned above which covers the exact same material in an equally usable manner.