{"id":2148,"date":"2013-10-22T08:33:58","date_gmt":"2013-10-22T12:33:58","guid":{"rendered":"http:\/\/antipaucity.com\/?p=2148"},"modified":"2013-10-22T08:33:58","modified_gmt":"2013-10-22T12:33:58","slug":"unsales","status":"publish","type":"post","link":"https:\/\/merikebi.warrenmyers.com\/?p=2148","title":{"rendered":"unsales"},"content":{"rendered":"

I am a huge believer in unsales. And not in the pharmaceutical<\/a> industry sense.<\/p>\n

Because “shipping is a feature<\/a>“, and because I intensely dislike the “do it for me, then hand me the keys” mentality, I routinely follow the unsales methodology.<\/p>\n

What is unsales<\/a>? It is [almost] only selling what a customer can use\u00a0today<\/em>. I want to give a customer something they can both\u00a0use<\/em>\u00a0and<\/strong>\u00a0play<\/em> with. I want to give them something at the end of any engagement that does actually accomplish something. But I don’t want to do everything for them – I want them to learn<\/a>, explore, and discover their own use cases. As they discover what can be done with the tools they’ve purchased, they can start to engage in the paradigmatic shift from “automating<\/a>” to “automation<\/a>“. And as they explore, discover, and build, they’ll start to see where further services, training, or products can be brought in to do more.<\/p>\n

Some people believe in the “moneyball” approach – sell everything (especially the big-ticket, high-margin products), and then let the customer more-or-less fend for themselves after some extended period of services work.<\/p>\n

This is good for the vendor doing the selling … but only this quarter. If you sell “everything”, you have no basis to come back to the customer. You’ve developed no relationship<\/a>. You’ve only “made a sale”. You’ve followed the {{Walmart}} model – sell what you can, when you can.<\/p>\n

The better model, in my opinion, is the relational model wherein you spend time getting to know the customer’s employees: the engineers, managers, officers, etc. Get to know them personally, and become someone they can turn to as a “{{trusted advisor}}” regarding their pain points.<\/p>\n

Relational selling (and working, for that matter)\u00a0tend<\/em> to lead towards long-term partnerships, engagements, repeat business, etc.<\/p>\n

You can take the short-term view, or you can take the long-term view. One yields consistent returns, one may only ever give a single return.<\/p>\n

Be relational.<\/p>\n","protected":false},"excerpt":{"rendered":"

I am a huge believer in unsales. And not in the pharmaceutical industry sense. Because “shipping is a feature“, and because I intensely dislike the “do it for me, then hand me the keys” mentality, I routinely follow the unsales methodology. What is unsales? It is [almost] only selling what a customer can use\u00a0today. I …
Continue reading unsales<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_post_was_ever_published":false},"categories":[7,23,31,48],"tags":[162,284,371,651,692,801],"keyring_services":[],"class_list":["post-2148","post","type-post","status-publish","format-standard","hentry","category-commentary","category-insights","category-personal","category-work","tag-career","tag-enterprise","tag-hardware","tag-sales","tag-software","tag-unsales"],"jetpack_sharing_enabled":true,"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/merikebi.warrenmyers.com\/index.php?rest_route=\/wp\/v2\/posts\/2148","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/merikebi.warrenmyers.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/merikebi.warrenmyers.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/merikebi.warrenmyers.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/merikebi.warrenmyers.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=2148"}],"version-history":[{"count":0,"href":"https:\/\/merikebi.warrenmyers.com\/index.php?rest_route=\/wp\/v2\/posts\/2148\/revisions"}],"wp:attachment":[{"href":"https:\/\/merikebi.warrenmyers.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=2148"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/merikebi.warrenmyers.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=2148"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/merikebi.warrenmyers.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=2148"},{"taxonomy":"keyring_services","embeddable":true,"href":"https:\/\/merikebi.warrenmyers.com\/index.php?rest_route=%2Fwp%2Fv2%2Fkeyring_services&post=2148"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}