Summary of Tom Stanfill's unReceptive

By IRB Media

Get the Summary of Tom Stanfill's unReceptive in 20 minutes. Please note: This is a summary & not the original book. Original book introduction: A large and growing number of people are distracted, overwhelmed, and isolated today and this has resulted in a steep decline in receptivity to another sales pitch, call, or email. And the harder you try to sell, the greater the resistance.

Unreceptive reveals the surprisingly simple and refreshing solution to this problem that is a sharp contrast to traditional approaches to selling, revealing why the receptivity of an audience is far more important than the power of the message.

• Language: English
• Publisher: IRB Media
• Release date: Nov 23, 2021
• ISBN: 9781638157748

IRB Media

With IRB books, you can get the key takeaways and analysis of a book in 15 minutes. We read every chapter, identify the key takeaways and analyze them for your convenience.

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Insights on Tom Stanfill's unReceptive

Contents

Insights from Chapter 1

Insights from Chapter 2

Insights from Chapter 3

Insights from Chapter 4

Insights from Chapter 5

Insights from Chapter 1

#1

When attempting to persuade, the first thing the client buys is you. How you think about your role and your approach to selling will determine whether they buy you before buying your recommendation.

#2

Vaccinating a hospital or clinic is a great way to get your products into the hands of doctors and other health care professionals who can then recommend them to their patients.

#3

When someone tries to get us to do something, we naturally resist. We need to alleviate the tension in order for others to see all their options, including but not limited to the solution we are proposing.

#4

The author’s friend from the pharmaceutical company dropped the rope, addressing the tension in the room and communicating that he wasn’t trying to push his agenda on them. He simply wanted to understand how they could work together to improve health outcomes.

#5

The Woodstock music festival was primed to be particularly violent in 1969. Instead of cracking down on the chaos, the organizers hired one of the festival’s own - Wavy Gravy - to handle the larger crowds.

#6

Customers apply this same concept of reactance to salespeople who do nothing wrong. For example, when needing a new television, you may feel irritated when being helped because you believe that the salesperson is trying to sell you something. However, when the salesperson demonstrates that there will be no tug of war over your independence, you become receptive.

#7

Drop the Rope is a tactic that helps you to accept the fact that you don’t have any control over a situation. You can’t make someone do what they don’t