Unreceptive: A Better Way to Sell, Lead, and Influence
- 8h 31m 10s
- Tom Stanfill
- HarperCollins Leadership
- 2021
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.
About the Author
Tom Stanfill is CEO and Co-Founder of ASLAN, a global company providing sales training to a wide range of clients including household name corporations such as HP, Aflac, Johnson & Johnson, Merck, and FedEx. ASLAN has served more than 100,000 sales professionals in over 35 countries. For eight years in a row, Selling Power magazine, the premier industry publication for sales professionals, has named ASLAN one of the nation’s top sales training companies. Hometown: Atlanta, GA.
In this Audiobook
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Introduction
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Chapter 1 - Traditional Selling Doesn't Work
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Chapter 2 - Drop the Rope
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Chapter 3 - Reset Your Compass
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Chapter 4 - The RAS and the Power of Your Position
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Chapter 5 - Email and the 10-30-3 Introduction
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Chapter 6 - You Can't Overcome a False Objection
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Chapter 7 - Take the Trip
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Chapter 8 - The Discovery Roadmap
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Chapter 9 - How to Get Anyone to Tell You Anything
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Chapter 10 - Setting the Stage
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Chapter 11 - A Formula for Changing Beliefs: Action = Belief + Care
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Chapter 12 - Word Pictures and Success Stories: Making the Emotional Connection
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Chapter 13 - Six Myths About Objections
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Chapter 14 - An Other-Centered Approach to Advancing the Relationship
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Chapter 15 - Receptivity Is a Way of Life
