Prepararsi a ricevere, dando prima; l’attesa del domani, la gioia dei bambini. Il sabato del villaggio, un giorno speciale, un giorno che è tutti i giorni. Buon Natale!

Having read Marco‘s yesterday message (no, not this one you sly editor! This one instead), I was trying to help him in finding “something challenging, different”, a new book to read. Here’s my proposal: a very non-technical book, usually boring since the subject (“Sales”), but short, honest and ingenious. The electronic version is free and can be downloaded here.
It’s titled: “UnSelling – Sell less to win more“, by Peter Bourke.
Easily written, well exposed, nice to read, it’s the way I do ‘sales’, in practice, every day. The underlying message (morality?) is that to be a good “UnSelling Professional” -as I like to define myself lately- you have to be prepared and honest, which means being able to create a real trusted, longlife and collaborative relationship between you and your clients.
It’s a book for everybody because “everybody sells”.

Here below some of the quotes I like from the book:

“Nothing but the truth“.
“The challenge with the ‘selling’ approach is that the more we sell, the less we collaborate with the client (and the less they share)”.
“The most successful UnSelling professionals have become students of their client’s business and their industry”.
“If a prospect won’t allow us executive access (and we haven’t been involved in helping them define their initial requirements) you’re likely not a serious for their business anyway”.
“At the risk of being trite: even though the truth sometimes hurts, honesty is clearly the best policy in UnSelling to win more business”.
“In essence -focus on your seet spot and be an expert in that!”
“So often the sales team is inclined to make the prospect believe that the implementation and change management they are about to embark on will be simple and achievable”.
“We adopt the philosophy that effective selling is entirely about the client’s success, regardless of wether we are the chosen solution provider”.
“UnSelling doesn’t stop at contract signing”.

The last one, simply the greatest, could be applied wisely in every life situations:

“Effective listener -we were given 2 ears and 1 mouth for a reason- to use them proportionately”.

]]> http://lucabonesini.it/2011/12/21/unselling-professional/feed/ 1 http://lucabonesini.it/2011/12/19/its-still-a-colored-world/ http://lucabonesini.it/2011/12/19/its-still-a-colored-world/#comments Mon, 19 Dec 2011 11:03:23 +0000 luca http://lucabonesini.it/?p=5550

I hope they will remember these colors, in their hearts, even when (grown) they will have to dress up in a grey suit. (pic from last school xmas play)

Nulla a che vedere con il film di Luc Besson, ma ugualmente inquietante: da un disegno fatto all’asilo dal figlio tre-enne emerge quanto centrale sia, in famiglia, il divano del salotto. Buon riposo!

I’m happy.

I was eight when many relatives gathered at my parents’ house for a eat & drink party; they had just said goodbye for the last time to uncle Gino, who passed away few days before.

I asked my father: “Uncle Gino is no more with us, why are you all celebrating?”
He replied: “For two reasons: we had the privilege to know him and we’re sure he’s gone to a better place“.

I’m happy. That’s why.

Ho preparato una sezione del sito dedicata alla pubblicazione di mie fotografie; rigorosamente a bassa risoluzione (di solito scattate con un telefonino). C’è anche una pagina di riepilogo (galleria). Enjoy!

Dopo la full immersion Sud Tirolese di ieri, continua il mio viaggio all’estero senza bisogno di varcare confini; il film di stasera, “L’albero degli zoccoli”, sarà rigorosamente proiettato in lingua bergamasca. E niente sottotitoli!

ps: il proverbio del titolo si traduce così
“Venite anche voi a vedere le api vive”.

Il servizio sottotitoli del blog viene temporaneamente sospeso.

Roggia Alchina, Mozzanica (BG).

Beppe Severgnini intervistato da Bergamonews:

Noi Cremaschi consideriamo Bergamo come una sorella maggiore.
Il dialetto bergamasco e’ facilmente comprensibile per me perche’ il mio dialetto e’ un po’ piu’ addolcito ma le parole sono quelle, le forme sono quelle.
Mi piace molto l‘accento bergamasco sulle labbra delle donne, l’ho sempre detto che lo trovo sensuale. E… posso dirlo…? Stessa cosa per dell’accento Bresciano… La gente pensa sempre che io stia scherzando, ma io lo dico sul serio.
Probabilmente dipende anche da un imprinting giovanile, quando se la ragazza era di oltre Mozzanica o oltre Orzinuovi, si aprivano per noi ragazzi posti affascinanti delle bellezze della Lombardia del Nord – Est.