ISBN: 9781400225804

In sharp contrast to the traditional approach to selling, learn how shifting the focus from crafting the perfect message to creating receptivity to your message will not only help you convert the formerly unwinnable customer but also transform the relationships that matter most. Any time we are trying to influence another person, there are two dimensions at play. The first is a person’s willingness to listen; the second is what we say. Unfortunately, most of us have been taught to focus on the second. Which is why sales is an industry with a 98% failure rate. The ability to convert the 80%+ of people who are unreceptive, requires a new mindset and skillset. In unReceptive, Tom Stanfill shares his proven methodology that has been road-tested for decades by hundreds of thousands of sales professionals, workshop participants, and industry experts who have used the tools in this book to convert even the most disinterested of prospects and customers.