(Un)selling - sell more by being unconventional

In this episode we dig into the idea of "unselling" with author Kevin Casey.

Hear about Kevin's journey from being a traditional, pushy salesperson to someone who values being genuine and relatable.

He openly talks about how he came up with the term "unselling," a new way of approaching sales that challenges the usual tactics.

Discover how this shift helped him overcome the negative stereotypes attached to salespeople.

Later in the episode, we turn our attention to the impact of using simple language in sales and chat about the 14 Costanzas, as outlined by Kevin in his book.

Kevin's top Costanza promotes being real and transparent in our interactions. He also gives practical examples of how this can be put into action, especially in real estate sales.

We also talk about the courage it takes to follow these Costanzas and how using straightforward language can be effective in communication. Lastly, we delve into the challenges that entrepreneurs and freelancers face when selling their own products or services.

If you're looking to boost your business and relationship-building skills, this episode is a must-listen.

--------- EPISODE CHAPTERS ---------

(0:00:00) - Unselling

(0:12:30) - Simple Language's Power in Sales

(0:23:00) - Sales for Entrepreneurs and Freelancers

--------- EPISODE CHAPTERS WITH FULL SUMMARIES ---------

(0:00:00) - Unselling (12 Minutes)

This chapter explores the concept of "unselling" with author Kevin Casey as he shares his journey from being a traditional, hard-selling salesperson to embracing a more authentic and relatable approach. Kevin explains how he came up with the term "unselling" and how it involves doing the opposite of what most salespeople do. He also discusses overcoming the negative perception of salespeople by changing his approach.

(0:12:30) - Simple Language's Power in Sales (11 Minutes)

This chapter explores the 14 Costanzas, or opposites. We discuss Kevin's favourite Costanza, which encourages people to show up as their authentic selves. Kevin shares his thoughts on being transparent and leading with flaws, which can increase credibility. He gives an example of how this can be applied in real estate sales. We also touch on the importance of having the courage to implement these Costanzas, even if it means facing disagreement. Additionally, we discuss the power of using simple language to communicate effectively. Overall, this chapter highlights the significance of authenticity and vulnerability in business and relationships.

(0:23:00) - Sales for Entrepreneurs and Freelancers (10 Minutes)

This chapter explores the topic of sales and entrepreneurship, specifically for those who struggle with selling their own products or services. We discuss the importance of unlearning negative perceptions of sales and instead focusing on the problem that our product or service solves. We discuss the need for practice and process in sales, comparing it to learning how to ride a bike or perform surgery. Understanding the customer's perspective and starting with a hypothesis about their needs and concerns is also highlighted. Overall, we encourage entrepreneurs and freelancers to embrace sales as a necessary aspect of their business and approach it in a natural and genuine way.

Follow Kevin

https://www.linkedin.com/in/unselling/

https://www.kevincasey.ca/

Link to Kevin’s book:  https://amzn.eu/d/gym8aSy

Follow me

https://linktr.ee/fredcopestake

Take the Scorecard

https://collaborativeselling.scoreapp.com/

Watch this episode on YouTube

https://youtube.com/@FredCopestake