unReceptive: A Better Way to Sell, Lead, and Influence

by Tom Stanfill

Receptivity of your audience is far more important than the power of your message. Learn how making this simple change in focuscan make all the difference in your ability to influence and succeed in the world of sales. In this groundbreaking new guide, ASLAN co-founder and CEO Tom Stanfill shares his proven methodology, road-tested over decades by hundreds of thousands of sales professionals, workshop participants, and industry experts, on how to convert even the most disinterested prospects and customers. unReceptive will show you how When you shift the focus from crafting the perfect message to creating receptivity, you flip the entire art of selling on its head and form lasting relationships that set you and your customers up for lasting success.

272 pages, Hardcover

Published November 9, 2021

Reviews

[Tony Almodovar · Rating 5 out of 5]

This is the 2nd time I read Unreceptive and it was even better this time around. For anyone in sales or you’re working with the public, this book is for you.
Excellent examples on how important it is to be other-centered and to put your agenda aside to focus on your client.
I would highly recommend to join Tom Stanfill’s podcast as he discusses areas of the book and how they can apply to everyone personally and professionally.

[Tim Hughes · Rating 5 out of 5]

Tom Stanfill for one, isn't a "flat earth" sales author who lives in the past, but recognises that the "modern buyer" exists and works in companies right across the world, which leads to

The $56 million question:

"How do we pro-actively contact the modern buyer and sell them something?"

In this book, Tom, walks us through a number of concepts, not based on myths, machoism and the way the world worked 30 years ago but based on common sense, psychology and the way the world works today

In converting the unresponsive prospect, Tom discusses

- Why traditional selling doesn’t work

- How to “drop the rope”

- Why you need to “reset your compass”

- Why you need to understand RAS (reticular activating system)

- Why you need to “take the trip”

- Why you need to “set the stage”

If you are in sales or just starting out in sales and want to understand how to sell in the modern world, this is for you.

[V. Stoica · Rating 4 out of 5]

In "UnReceptive," author Tom Stanfill advocates for a shift in communication from a sender-focused to a receiver-focused approach, introducing a framework with three key elements: The Disruptive Truth, Your Proprietary Benefit, and Your Message. This framework guides readers in crafting messages that resonate with their target audience by understanding their perspective and offering unique value. While the concepts are insightful, the presentation could be more concise. Overall, "UnReceptive" offers practical insights with the potential to significantly improve communication effectiveness in sales, leadership, and beyond.

[Darya · Rating 3 out of 5]

Plenty books on the art of selling cover similar scenarios but the book will definitely give you a different perspective. Selling can be enjoyable is you drive the process on your rules and enjoy "the ride" rather than struggle to achieve quota. You will find multiple stories and applications of the ideas from the book in real life and business scenarios.

[Scott Tredeau · Rating 5 out of 5]

Inspired.

I have a goal of reading 1,000 books before I die. This was book 299 and is one to be remembered.

This book will help me build better relationships with my clients. But most importantly, my relationships with everyone. I love serving. It is a cornerstone in my recovery from anxiety, control and anger. This book just inspired me to serve more and better.

[Dora Okeyo · Rating 4 out of 5]

We all sell something at some point in life; our wishes, our desires, our goals and our creations and ideas and this book goes beyond just making that sale, it gives insight into compelling someone to care about what you are saying.
Quite a good take on sales.
Thanks Netgalley for the eARC.

[Matej · Rating 5 out of 5]

Easy to read and very useful because it touches one of the basic and must have principles and skills to be an effectice seller. It should also translate in your private life quite well, since empathy and other-centered view of life make you a better in friendship, relationship etc...

[Rnordman]

Excellant

[Walter Kuriger · Rating 5 out of 5]

Great insights! Very glad I read this. I'm sure I will consistently come back to it as a resource.

[William Balnave · Rating 5 out of 5]

This book is way more than a book about selling. It’s a book about how to create lasting valuable relations in all facets of life.