4 of 4 people found the following review helpful
Not Directly Applicable for Most Salespeople,
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This review is from: UnSelling: Sell Less ... To Win More (Kindle Edition)
The author's experience is all in selling very expensive services to very large corporations - the type of sales that involve large teams of buyers and sellers and can easily take a period of nine or more months to conclude in a competitive pitch situation against several other suppliers. The entire focus of the book is on this type of sale.
While I can believe that the advice in this book is highly useful and valuable if this is the type of sales that you are involved with, I struggled to find that much in the book that was relevant to my situation or that of anyone else selling a product or service which doesn't involve such lengthy negotiations, such as selling a mobile phone, a new or used car, a house, etc.
I can definitely see that the author's overall philosophy - to work with the client in trying to help him or her rather than to sell whatever it is that you're trying to sell - is a good one that is likely to work, but he really needs to write a different version of the book if he wants the book to be relevant to the needs of the majority of salespeople who aren't involved in such lengthy and complicated sales situations.