Decision Intelligence Selling: Transform the Way Your People Sell
What if selling meant doing the best thing for your prospects—every time?
Straight from the work of two expert sales consultants comes “decision intelligence,” a genuinely customer-centric approach that turns traditional selling on its head. Ready for bigger deals, flowing pipelines, and higher closing rates?
This book is for sales professionals who are tired of the sales target treadmill and disillusioned with the old, manipulative ways of selling. Learning to sell in a new way, however, requires strength stronger than the hardened habits, routines, and mindsets that resist change.
This requires a transformative approach—a wholesale shift in the way your people think about selling and the way they actually do it.
This genius approach applies the insights of transformative science to expose a root problem in sales: the conviction held by salespeople and clients alike that selling is fundamentally a process of pitching, persuading, and pressuring people to buy. This single conviction initiates a downward spiral that leads to systems of thought and behavior that become dysfunctional and self-limiting for everyone involved.
Using real stories from over a decade of field work, the authors put you right into the training room to break through those calcified perspectives in favor of a better way. Follow in the footsteps of thousands of salespeople and executives as you learn to transform your team and develop a consistent selling system.
Get to the heart of client-driven sales with an exploration of:
•Educating your clients to help them make the right purchasing decision
•Aiming your brain to focus on the “why” behind your selling
•Mastering your attitude to bring out your best
•Generating compelling conversations that lead to real action
•Building your sales team into high performers with an effective selling system
No hype or hyperbole—just actionable insight from two seasoned executives who believe that selling is the heartbeat of business, and who know that how a company sells will determine its ultimate value to the clients it serves. This is a practical and enjoyable read, with ideas that are both fresh and timeless.
Thought-provoking and even eye-popping at times, it will make you proud to be called a salesperson again.
Reviews (54)
Excellent and insightful approach to sales and sales management
This is an excellent book on sales techniques to both share with a team and for personal use. Finally a book that doesn't give you a bunch pitches taking the old car salesmen approach. The book highlights a shift in sales to a customer centric approach and focuses on changing your team approach so that they can feel proud to be called salespeople and hold the practices as their own. This approach allows a salesperson to see products as solutions to customers and toward building a sustainable relationship that facilitate future sales and long term profitably instead of short term success (one sale, immediate profit-view). Simple, case driven, with easy points to follow and almost a cross road to sales techniques, meets philosophy meets data driven analysis. Highly recommended.
Full of life hacker concepts
This book is packed with useful tools for selling and for life in general. It’s well-written and moves easily through practical concepts, giving real-life examples. I’m not a “salesperson” in the traditional sense, though I regularly try to influence decisions in my workplace and among family, friends and community members. However the key techniques described in the book, such as the CLEAR conversation, precision listening, identifying the “very next step,” split attention and the attitude spectrum help me to organize my own life as well as helping colleagues and friends. The book incorporates original ideas and years of experience of the authors as well as best practices from many sources, shared in the footnotes. The concepts are woven into a framework that can be used to improve sales of products and services, to advocate for change within an organization, or to help self, friends, family and colleagues to work through their life issues.
A seriously thoughtful read on selling.
Most business books either lull you into a deep sleep with textbook drivel or are so pumped up with marketable gibberish that they lose all meaning. Decision Intelligence Selling avoids both pitfalls and delivers a true masterpiece on selling. DIS intertwines real-life narratives alongside clear techniques to change people and systems. It has a refreshingly laid-back and honest tone. Scott and Roy lay out the problems built on selling through persuasion well and then design a solution that is better for customers and salespeople alike. I can't recommend this book enough.
Decision Intelligence: 'Selling' in the Customer's Best Interest
As a Business Development professional "sales " is much more of a concept than a transaction. It's embarking on a trail with a prospect to find a long-term mutual benefit for their business. Decision Intelligence Selling lays out that framework and pathway in such a way that it keeps the best interest of the customer at the forefront while training you on the proper focus - relationship over transaction. This book helped crystallize for me the road map to decision intelligence whereby I lead my customer to the decision that is, indeed, best for their business. I highly recommend it to anyone who wants to improve their outlook and focus on who their customers are to help them be as successful as possible. In the end, it means success for you too! We done Whitten & Roy.
Not just another book about sales but a book about transformation
This book is full of useful techniques that will not only increase your sales but also transform the way you connect and communicate with both colleagues and customers. The result is being able to engage with clients in a more meaningful way and thus be able to meet their needs while at the same time being able to meet company goals without the typical pressures faced by sales teams. In fact I can imagine successfully applying these ideas to the my personal relationships as well. It is full of practical and easy to use to tools such as becoming more aware of our own state of mind, CLEAR conversations and Split Attention. Whether you are a sales rep, sales manager or CEO of a company this book has something for you!
It's a Good Decision to Buy Decision Intelligence Selling!
Roy and Whitten have compiled a well thought out guide for anyone that sells or manages sales professionals. Their system for raising customers' Decision Intelligence is concise, easy to remember, and supported by just a few very useful acronyms to guide the processes. The examples chosen nicely illustrate the principles in action and the chapter executive summaries are a handy resource for review and implementation.
Great insights on how to transform your sales (and everything else)!
DQ Selling is a clear and concise manual that teaches you how to move away from old-fashioned “pitching” to developing intelligent conversations with clients that lead to desired and much-appreciated solutions. It helps you focus on what is truly important for success at sales – paying attention, managing how you and your team feel, active and patient listening, and working together with your clients to meet their needs. The book provides several great frameworks that you can start implementing right away. I also see so many opportunities to apply these principles beyond sales - the way we communicate, listen, collaborate, solve problems, and help others can translate into true joy and meaning in our professional and personal lives.
I’m so thankful I read this book!
It is rare that I read a book that I know will have an immediate impact on my work and life. This is one of those books. Precise Listening, VNS, Split Attention Technique, Above the line thinking, and CLEAR conversations are but a few of the systems that I will implement in my company. These thought out structures, vocabulary, and acronyms make it so easy to communicate and implement these processes throughout an organization. You can tell these guys have been doing this for a long time.
Within minutes I had highlighted actionable items to use in my business
I manage a real estate sales team and our sales growth has been stagnant for 4 years. We've done basically the same amount of business every year. I've read all the classic business sales books and I've been looking for something new and refreshing with transformation ideas to implement with our team. After reading the first two chapters of DIS I had enough content and inspiration to pen two sales training emails to my team and schedule a series of sales meetings. I love the system R=A+C+E and I absolutely love the focus on listening to customers. And about being in the moment. Looking forward to spending more time making some changes with our team. And I look forward to seeing more sales content from Roy and Scott.
The Future of Sales
This book is a must-read for anyone conducting business in 2020 and beyond. As a millennial I‘m not alone in saying that I actively avoid situations where I might encounter a sales person giving me a sales pitch...it’s inauthentic and rarely helps me solve whatever problem I’m facing. When I started my business I knew that I never wanted to make my clients feel uncomfortable. The “hard sale” is an outdated tactic and this book offers a roadmap on how to shift to a customer-first mentality. You’ll find actionable steps that will lead to long-term relationships with clients and higher closing rates. I will keep this book handy as I grow my team and develop sales systems.
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