Reset What I Want You to Buy isStop Selling Wayne O'Neill 9781497594494 Books
Download As PDF : Reset What I Want You to Buy isStop Selling Wayne O'Neill 9781497594494 Books
RESET is not a sales book. I want you to read this book from the perspective of my aggregated insight from listening to owners complain about how ineffective the traditional sales process has been…for quite a while. The ineffectiveness stems from the fact that service providers have long struggled to convey their complex and subtle value propositions and connect them to an owner’s issues. To further complicate things, the amount of “noise” in our lives has increased (think about email, video, social media, and other news sources), so it’s become even more difficult for brands to break through with an impactful message. Leadership has to RESET thinking and open up to learning a new way to connect with owners and decision makers. RESET is about The Connection Process; the methodology I developed to help businesses grow in a faster, more collaborative, and intelligent way. By showing leadership teams how to unhook from traditional (linear) sales techniques, and focus on systematically gathering intelligence and leveraging their value, companies are set up to build flywheels for long-term sustainable growth.
Reset What I Want You to Buy isStop Selling Wayne O'Neill 9781497594494 Books
Let's face it, the "sales strategy" books on the market are mostly noise (I've read many). They continue to focus on the linear process of engagement to close. This book disrupts that long vaunted "norm" and offers new ways to engage that reflect the new ways organizations (owners) buy.The big concepts in the book are certainly going to illicit thirst for more details, but that is what coaching provides. The idea of sales team collaboration is just so foreign because, as Wayne points out, most organizations have a "rainmaker" that nobody wants to disrupt or even question.
But "partnering" with tangental companies in and around your vertical market, allows the sharing of client intelligence that typically just flows right past you. It's that client intel, and understanding how it impacts your "smart" clients, that will differentiate you from the RFP chasers of the world.
There are so many subtleties to this approach but even if you only parse 2-3 ideas from the book, they can make a world of difference to your mindset and your customers/prospects WILL take notice.
This is where sales/account dev/customer engagement (whatever you wish to call it) is heading, Wayne has unlocked the code and built the model. So "reset" your thinking and see where it takes you.
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Tags : Reset: What I Want You to Buy is...Stop Selling [Wayne O'Neill] on Amazon.com. *FREE* shipping on qualifying offers. RESET is not a sales book. I want you to read this book from the perspective of my aggregated insight from listening to owners complain about how ineffective the traditional sales process has been…for quite a while. The ineffectiveness stems from the fact that service providers have long struggled to convey their complex and subtle value propositions and connect them to an owner’s issues. To further complicate things,Wayne O'Neill,Reset: What I Want You to Buy is...Stop Selling,CreateSpace Independent Publishing Platform,1497594499,BUSINESS & ECONOMICS Sales & Selling Management
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Reset What I Want You to Buy isStop Selling Wayne O'Neill 9781497594494 Books Reviews
I found Wayne O'Neill's approach refreshing. The key being listening, connecting, and collaborating resulting in a win-win for all parties involved. It takes a great deal of work to develop and refine a value proposition that conveys impact. The author's approach puts the entire process in context and has given me increased insight into the end game. I recommend that business development professionals read this.
Talk with any CEO of a large or small company or a non-profit corporation today and you will hear a perplexing sigh, “The way we are doing business is not working like in the past.” A shift is happening in many sectors of the U.S. causing leaders to examine how to RESET, the name of the book by author and coach, Wayne O’Neill. Company executives are realizing that teams are becoming “stuck” on what they have been taught that works. As a result of the shifting business culture, emotionally healthy people are leaving respected organizations. Sales people who are taught to pound the payment in order to meet the numbers are becoming exhausted from fewer results. Growth depends on a RESET. Wayne O'Neill identifies six symptoms that it's time to change, then challenges the reader to start with a mindshift…to REASSESS. This translates into the main theme “The key to growth is authentic connection.” This connection impacts service providers, owners/customers, and project/scope delivery partners to make a reset in their business practice.
O’Neill gives seven common connection sins that are stumbling blocks to REFORM 1) Identifying and solving the wrong problem; 2) Not collaborating; 3) Focusing too broadly; 4) Merely showing up instead of solving problems. He includes a caution for vendors at trade shows. 5) Going in the same doors. O’Neill gives a solution “Get out of your comfort zone.” 6) Closing the sale instead of caring. 7) Mistaking the plateau for the pinnacle.
A major question to REFRAME is “Do you truly understand your client’s problems?” This question along with others requires a question from a five-year-old point of view “Why?” Again and again, leaders need to ask people they work with and people in other departments to unfold the questions of WHY in a very diverse and complex work force today. O’Neill suggests a CSI approach of engaging a diverse team of experts who ask different questions and apply their diverse skills and perspective to produce better, more sustainable solutions.
As a result of this major shift, REACQUAINT with the relationships that you already have. For example, ask questions like “Who is the real decision maker? Who are the internal champions? What are the business and political issues? What is the order of priority for these issues? Who are the thought leaders in this industry and why?” From these questions, you will be able to create a playbook for a new way to think and act in your area of influence.
Finally, RECEIVE the benefits of making this shift. I highly recommend O’ Neill’s book which will cause your organization to begin to ask a different set of questions. You will engage and connect authentically rather than focusing on closing the sale. You will be more efficient with your time and be more fruitful with the 20 percent. O’Neill’s closing thought is “Stop selling. Start connecting.” He urges the reader to RESPOND in the mindshift to connect, engage and share. O’Neill has words of wisdom for all companies and organizations serving people “The world is now connected more than any other time in history.” As a result, O’ Neill wisely uncovers the common denominator to succeed in a connected world is “authentic connection.”
Let's face it, the "sales strategy" books on the market are mostly noise (I've read many). They continue to focus on the linear process of engagement to close. This book disrupts that long vaunted "norm" and offers new ways to engage that reflect the new ways organizations (owners) buy.
The big concepts in the book are certainly going to illicit thirst for more details, but that is what coaching provides. The idea of sales team collaboration is just so foreign because, as Wayne points out, most organizations have a "rainmaker" that nobody wants to disrupt or even question.
But "partnering" with tangental companies in and around your vertical market, allows the sharing of client intelligence that typically just flows right past you. It's that client intel, and understanding how it impacts your "smart" clients, that will differentiate you from the RFP chasers of the world.
There are so many subtleties to this approach but even if you only parse 2-3 ideas from the book, they can make a world of difference to your mindset and your customers/prospects WILL take notice.
This is where sales/account dev/customer engagement (whatever you wish to call it) is heading, Wayne has unlocked the code and built the model. So "reset" your thinking and see where it takes you.
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