How To Sell Nothing

Forget about selling a great product or service; the secret to being a great salesperson is to sell nothing. Instead, focus on building emotional relationships. The result will be an increase in sales, growth, and income. Plus, you will have more fun, satisfaction, and a sense of accomplishment in your career. In How To Sell Nothing, you will learn how to recognize the difference between a logical sale that is driven by your voice and an emotional sale which is driven by your prospect's voice. Learning what they want is important; learning why they want it is extremely important. If you are serious about selling a better way—and enjoy a spot of humor along the way—then this is the book for you!

Forget about selling a great product or service; the secret to being a great salesperson is to sell nothing. Instead, focus on building emotional relationships. The result will be an increase in sales, growth, and income. Plus, you will have more fun, satisfaction, and a sense of accomplishment in your career. In How To Sell Nothing, you will learn how to recognize the difference between a logical sale that is driven by your voice and an emotional sale which is driven by your prospect's voice. Learning what they want is important; learning why they want it is extremely important. If you are serious about selling a better way—and enjoy a spot of humor along the way—then this is the book for you!

Joe Pallo has participated in more than 30,000 face-to-face sales calls and worked with organizations such as the Tom James Company, Northwestern Mutual and Thrivent Financial. As a sales coach and founder of Sell Nothing, LLC, he focuses on making sure basic sales principles are understood and implemented. His areas of expertise range from nonprofits to defense contractors, from financial services and insurance to mortgage brokers, and from wholesaling to entrepreneurs.