The Six Rules of Un-Sales

6 Rules of Un-Sales

• Sales has been grossly distorted.

• The Used Car Salesman. The person that pounces on you when you enter a store.

• The Flogger who pushes a product at you regardless of whether it is a good fit for you or not.

• The Pressure Man who beats you into submission and you are “forced” to buy just to avoid further torment.

6 Rules of Un-Sales

• Is this what Sales should be doing? • Not from where I’m sitting.• The redemption of Sales can only be achieved by

obliterating Sales as we now know it and replacing it by sometime that customers value.

• We should redefine the function as Un-Sales• The folks that DON’T sell.

6 Rules of Un-Sales

Here are Six Rules of Un-Sales:

•Un-Sales Rule #1 - have a conversation with the customer to learn something about her that might be useful in satisfying what she wants.•Un-Sales Rule #2 - by asking questions and listening, try and discover her SECRETS, the stuff no one else knows.•Un-Sales Rule #3 - take notes of what you learn. No act shows that you care about what she says than note-taking.

6 Rules of Un-Sales

• Un-Sales Rule #4 - adopt an active SERVING role. Let her control you. Find ways to make her feel good about your relationship. If she looks forward to seeing you, you’re on the right track.

• Un-Sales Rule #5 - follow up regularly with her to make sure all is good. This is probably the biggest failure of the Flogger. No follow up communicates that you don’t care. Stay away from this trap.

6 Rules of Un-Sales

• Un-Sales Rule #6 - be a passionate Advocate for her inside your company. There is nothing worse for her than having to battle your bureaucracy when she needs something. Be there for her. Wage battle for her. Take the hits for her. And learn what it’s like doing business with your company. Maybe you can help improve it.

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