Book Erudition..!!
Title: Start Unselling Now: The Sales Manifesto for Winning Customers
Author: Rajesh Grover
Pages: 248
Genre: Non-Fiction
Publication date: 25 November 2024
Rating: ⭐⭐⭐⭐
About Author..!!
An entrepreneur at heart with over 20 years of experience across various industries ranging from FMCG, Retail, CPG, Consumer Electronics, Food & Beverage, Real Estate, EdTech, Gaming, and E-commerce Startups. He has built and led high-performance teams around the Indian Subcontinent, the Middle East, and Southeast Asia.
He is known in professional circles for the launch to scale of new business, change management, and turnaround of business verticals to profitability and leadership capabilities, seamlessly bringing all functions of the company into top gear.
He speaks regularly at Industry events and talks about Digital Transformation, Business Turnaround, and Leadership. He has coached thousands of salespeople across multiple markets and industries and holds two patents in technology.
Book Description..!!
Start Unselling Now: The Sales Manifesto for Winning Customers invites you to revolutionize your approach to sales. In this influential guide, Rajesh Grover urges you to abandon outdated sales tactics that no longer resonate with today’s buyer, and instead embrace the concept of UNSELLING, a transformative shift that focuses on the customer’s buying journey rather than the salesperson’s target obsession.
Discover how focusing on customer-centric strategies and simple frameworks can overturn conventional methods, crafting encounters that naturally lead customers to buy, not just be sold to. By mastering the art of UNSELLING, you’ll not only enhance your sales skills but also build deeper, more meaningful customer relationships.
What does this book offer..!?!
With two decades of sales experience under his belt and being a master brain of thought processing, Rajesh opens his business sutras to the budding and pristine purveyors to make their businesses skyrocket of course centric to accomplishing the needs and demands of the customers.
The author believes in the concept of unselling as in when we prioritize the business patterns of those targeted ones we are selling our products. Through this book, he uncovers the innovative selling dimension and adapts the seller ecosystem with the globalized mindset and paradigm shift.
Why to unsell..!?!
He supports his views on upselling through his success equation among customers and salespersons. Unlike manipulating the customer mind, he proposes unselling as an aid to understanding the dynamics of customers and the sale patterns to build a bond by not only guiding them properly but also being an expert front-runner. After all, success lies in a future-centric focus on sales excellence.
My take..!!!
This twelve-plus partitioned all-in-one sale manual curated by the author is a boon to readers and early sellers who want to stamp a footprint in the emerging and growing market. The author also offered a few tips to those who were already in the selling lane. Rajesh gave deeper insights into the so-called pillars in the business congregations, viz., Salesperson and customer.
He deliberately took decent pages in deep diving into the astuteness of these two sects By taking a stance on either side, the author explained the pain points and perks of these two categories and he also magnified the frequent aspects that imply on the sale patterns and business strategies. His texts support the geo and culture-specific demands of customers and alert salespeople to break traditional sale patterns and probe towards “Customer First” concepts.
He emphasizes the demand of supporting the customer post-sales, after all the true measure of the sale is how we effectively provide the service and support as a known fact salespersons and customer relationships are an ongoing process and are to be built on trust and certitude. He also focused on inducing emerging technologies and analytical tools to deduce the sale metrics, measurable customer insights, enhancing productivity, and insightful automation to equip salespeople with the abundance of AI, leading CRM tools, ChatGPT, virtual assistants, and chatbots.
What’s special inside the book..!!
As Rajesh Grover coined “Start Unselling Now” is not just a sale manual, this is a guided manifesto to build a deeper connection between the salesperson and customer, understanding the sentiments and needs of customers, making a sensible and seamless buying connect and focused/customer-centric relationship governing handout.
Writing Style..!!!
He dedicated a major portion of his book to making product pitch blueprints, undoubtedly these resources can be an entry point for many novice sales guys to adapt accordingly. This also accompanies the high-level concepts of setting up tone, categorized openings, profiling and value propositions, objections, and so on till closing the deal.
What could have improved..!!
I am truly astonished by the massive and noteworthy journey of this book author and the appreciable efforts he made in penning down his thoughts into a resourceful book. However, I wish he could have given real-life scenarios supporting these chapters or a few of his case studies as supporting samples in the respective chapters/areas, that would have kept the readers even more engaged and gluing into the book.
Being practical salespersons, we all look into real-life depositions to deduce how things are being handled in the respective deals/projects (of course hiding the identity, if the author wished to do so) author closed and made them run towards success.
Conclusion..!!!
Overall if you are someone who is set to enter the business market, someone who failed to bring impact in sales and missed the spark of customer connect, or someone who wishes to deep dive into the enterprise mindset, this book is no less than a curated started pack.
Links & FootNote..!!
My Handle: Kiran_Kumar_Adharapuram
You can also explore my works -> Here
My Non-Fiction Book Reviews -> Here
My Fiction Book Reviews -> Here
My Self-Help Book Reviews -> Here
