Selling Has Nothing to Do with Selling

About the Book

Our whole economy is shifting to the higher end of knowledge workers. This is where the future is and where the premiums will be found in products and careers. Those sales people who know how to leverage their intellectual capital will be the survivors and the winners in this new information economy.

Traditional selling strategies impedes knowledge rather than revealing it. Let your customers create the information based on their problems. Their information is far more revealing and important than your information. Your job is not to fill their cup up. Your job is to empty their cup thru your inquiry.

Letting the customer’s problems drive your sales strategy is far more important than letting your solution drive your sales strategy. You need to get into your customer’s business. If they don’t trust you enough to allow you to learn about their business, more than likely you will not get their business.

This book is a practical guide on how to effectively stop selling and allow your customer to self-reveal, through the quality of your questions, their true intent and motivation. Always keep in mind, that if the customer has no problems you have a very big problem; you have very little to sell other than price.

“Rick Farrell’s book completely turns the existing model of selling upside down.”

—Marc Wayshak author of Game Plan Selling.

“Thought-provoking and timely!”

—Paul Cherry author of Questions That Sell.

“Tired of traditional selling results? Then this book is for you!”

—Larry Mersereau author of Stand Out.

About the Author

Rick Farrell is President of Tangent Knowledge Systems, a Chicago based sales training company. He speaks and trains nationally and internationally on the rampant inefficiencies and outdated sales strategies of companies today.

In his book he will debunk the time-honored beliefs and sales strategies that organizations hold so dearly and expose the obscene cost of sales that they blindly operate under. The content is nontraditional, contrary and designed to be a wake up call for all organizations on how to sell, strategize and position their companies to meet the harsh realities of the information economy, and the challenging economic climate of today’s marketplace.