Decision Intelligence Selling: Transform the Way Your People Sell

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.

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.

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.

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.

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!

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.

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.

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.

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.

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.

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.

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.

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.

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.

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!

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.

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.

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.

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.

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.

Decision Intelligence Selling is an engaging, inspiring book, hard to put down. Roy and Scott have brought their extensive experience in sales and other fields and their ability to think outside the box, to the work of transforming the way we sell. I've known them for a number of years and have seen them apply these principles in their own lives. I am a couple and family therapist by profession and can attest to the fact that these principles work to improve all relationships, both with ourselves and others, not just in sales. Anne Chalfant Brown. Ph.D. Licensed MFT, U.S.

This is a very well written book for sales people and sales organizations alike. The authors do an excellent job of outlining the importance of putting the clients problems first. It portrays how the sales process can be transformed by learning to listen more, pitching less, and diving more deeply into clients needs before proposing solutions. Anyone that wants to improve their sales process will benefit from reading this book!

I am now retired from a professional life in sales, ending with 25 years with Wells Fargo. This book should be a must read for anyone in or entering sales, which includes most every profession. I only wish I had this book available while I was in sales. Although I was successful in my sales career I can now imagine how much better it could have been. It must be noted that this is really a manual to be referred to repeatedly as applications are learned and applied.

I was looking for a book that explains what sales is about with simple words and concepts. This definitely did the job. It was easy to follow and had multiple stories that enabled the reader to get into a sales manager's shoes. I was impressed to learn about a way of selling that is not just about convincing client to buy -- the authors also explained how to sell in a way that's convenient for both the buyer and the seller. Selling this way must be a great experience.

Scott and Roy have absolutely nailed it! The shifting of paradigms is so incredibly necessary in our current environment, and the need for relationship-based selling is paramount. Cheers to two great minds for bringing their expertise to the world. All business professionals will enhance their lives with this masterpiece! - Andrew S. King, Growth & Development Director at Northwestern Mutual

The authors have taken on a vital area of business that is often looked on with disdain by those promoting the greater good businesses can provide to society. In doing so, Scott and Roy, show a way forward in sales that transforms both people in sales and their clients! Read this book of you are tired of all the sales techniques and are ready for a powerful transformation that will permanently change how you lead your sales team to success.

A clear, concise and practical read. Such a relief to have it pointed out that a “consultative” sales process can be just a roundabout way of trying to “pitch and persuade” prospective clients. At the heart of it, the book simply articulates a philosophy about how to be an effective and supportive human being, applied to the context of sales. Great stuff.

A Must Read!!! With all the negative perceptions out there about selling and the plethora of books that teach you the wrong way to approach it. Roy and Scott have given us the formula on how the modern world should be approaching selling through the concept of "Decision Intelligence". Fantastic read!

Great read to inspire creativity and motivation for adaptive change in any organization that wants to increase genuine relational connectivity with oneself and between colleagues, resulting in growth and success. Thank you for sharing meaningful stories and a way to discover one’s own!

I am the founder of a start up in the Caribbean. I am in the process of hiring my sales team. And after reading this book myself, I sent it to my upcoming sales manager. This book shows the importance of transforming a sales process. However, in our case we are using it to establish a sales process.

I thought this book provided useful information not just for “decision intelligence selling” (a compelling sales system improvement over consultative selling) but also for business and organizational leadership. This book was quick and easy to read and provided useful and insightful takeaways.

I’m not in sales yet I can see the benefits of using the techniques described in this book in many situations from working in a team on a project to planning family activities in a collaborative and productive way.

New to sales and sales management or veteran, this read will give you tools to make selling more enjoyable and managing more rewarding.

Brilliant work. A must have for any organization looking to change the world.

This book provides wisdom and tools for more than just business

The title of Part One, “Transformation, Not Improvement,” is a signal to readers that they are not being offered new sales techniques or motivational tricks but being invited to begin an entirely different sort of learning altogether, one that changes results and changes lives. While I find most business books, even the best-sellers, tedious at best, I found "Decision Intelligence Selling" easy to read, well-written, and surprisingly interesting. This is not more-of-the-same. Authors Whitten and Roy have created a truly unique guide for their readers, taking them on a step-by-step journey in which they learn how to put into action effective practices that implement the permanent shifts in thought and action necessary to increase a company’s sales, profitability, as well as how a sales team works together, and the way it works with clients. These authors have nothing to prove, only results to show. This is a book to be read, reread, absorbed. You will be glad you did. John R. Coats, Former Management Consultant, Author at Simon & Schuster, Book Review Editor for Consequence Magazine, Senior Trainer at More To Life

Brilliant work! Scott and Roy's share their wisdom on selling. They've put together not only a philosophy of sales, but a method to bring greater health and wellbeing to the salesperson, the sales manager, sales executive, and the customer! This is the complete package for turning your organization and the marketplace in which you compete into a spiritual gymnasium of wealth and wonder. Enjoy!

Wow, this book is packed with so much helpful information it will take me a while to digest it all but I CAN'T WAIT! I believe I will implement many of these ideas and strategies into our business model for training. Each chapter is easily and logically laid out and gets deeper with each chapter. I love the very helpful illustrations. I truly believe this will be a reference I will continually turn to for years to come. THANK YOU SO MUCH!!

My organization has worked with WRP for several years and we find their input and training invaluable. Great to see them put this in a book format. It will be hugely important for businesses and non-profits alike.

I recommend this book be required reading for anyone wanting to improve their ability to be alongside others - whether it’s ethical sales or significant connections with real people. FABulous.

As a career salesperson/business owner, this is the best book about sales that I've ever read. We are changing the way we sell as a result of reading it. Scott Roy has been personally very helpful as well in consulting with me about sales and sales management. Every sales person and sales leader needs to read this!

I love finding these completely relatable and yet totally insightful books on business. The authors take their unique experience and share with the reader a human-centered playbook for not just sales teams, but any team really.

Truly.paradigm-shifting. A must read and share for leaders and sales professionals across the world.

This is a book that is not just about selling. It goes to the very heart of business. It’s about how to create a business and sales culture and process that genuinely works for the benefit of customers, employees and stakeholders by changing the way we offer our products and services. It describes how to shift a paradigm of selling from pitch and persuade to one of collaborating to reach a genuine and mutually excellent decision That serves the interests of all parties. Scott Roy and Roy Whitten have brought together decades of experience, solid research and practical case studies to tell the story of how to achieve this transformation in a hugely readable way. There are many claims made for management books. I have spent the last 40 years reading many of them. I promise you, this one is different. Reading it (and acting on the ideas it generates in your own mind) really could be the best thing you ever do for yourself, your team and your customers. Oh, and by the way - as I mentioned at the top of this review, whilst this book is focussed on the selling activity, the ideas inside relate to every aspect of every business. So even is you think Selling is one of the dark arts, this book could change the way you operate other parts of the working world - significantly for the better.

The authors basically create a whole new way of doing things from steps so simple, obvious and logical, you are amazed you were unable to string them together yourself. Making something complex seem effortless is an underrated skill. It is only in the simplicity that the detail in what you are reading stays with you and the objective of the book is to transform permanently, not to put a sticking plaster over a problem. I have not only spent my career in the service industry (albeit selling myself, not a 'product') but have also tolerated being sold to many times. Decision Intelligence Selling is a breath of exceedingly fresh air when sampled from either direction. My only criticism would be that they have aimed at too narrow a market. These are lessons in life, not just in sales, but even within a sales environment the lessons are for everyone, not just managers. If you have an interest in behavioural psychology at any level, you will find this book fascinating.

As one of the attendees of the training session described in chapter one, I am not new to Decision Intelligence selling but I wanted to get this book as a reminder. Over the last 10 years adopting the approach outlined in this book has had a significant impact in driving successful sales outcomes for me. I can honestly say no other sales training, methods or coaching (and there has been a lot!) have come close to the possitive impact this approach has had had for me personally and the organisations I have worked with. Big thanks to Roy and Scott and I wish you every success with the book.

I love frameworks for organising skills and knowledge. Frameworks can be carried lightly, contextually applied, and allow our own uniqueness to shine through. And they help us to create a common way of working that can be taught and coached. The authors introduce a number of valuable frameworks for selling in this book. One such framework - R=A+C+E (Results = Attitude + Competence + Execution) is a simple and powerful expression of intent that is delivered through the book. If Sales leaders want to get serious about transforming sales then they need to get really good at observing their teams through these lenses (attitude, competence and execution) to diagnose and then address performance blocks. If you want to understand how to do that, this book is a great place to start.

In the UK, sales can be a dirty word - pushy people with one agenda - achieving their targets. Decision Intelligence Selling is the polar opposite - how can you help your client make the best decision for them. The strategies you’ll learn from this book will transform how you approach sales. I have experienced this transformation with my clients. Not only am I more confident as a sales person but my clients are a lot happier and both our profits have increased. A must read for reps, managers and organisations who want to improve their bottom line.

World class sales content and a great read. I’ve had the pleasure of knowing WRP for five years and the techniques and philosophy in this book are innovative, effective and practical. Decision Intelligence selling makes selling even more enjoyable!

As a Salesperson myself, I sort of felt compelled to download and read this book, as I stumbled across this title. It turned to be the best choice. The book outlines innovative ways of seeing and interpreting Sales and human-interaction. It's not just about sales but more so about human relations. It's about Transforming old ways into new practices. I cannot wait to apply what I learnt in my profession

This book could help you to transform your relationship with everyone you meet as well as being an inspiring tool for ethical, pressure free sales I worked in direct sales for over 15 years including management and sales training and never learnt anything this fresh and powerful. Treat yourself to this book and open your eyes to a new world!

This book is enjoyable and insightful. It is the mature and modern way to approach sales. It is full of gems to make Decision Intelligence Selling become your norm and be genuinely helpful to your clients and get great results as a bi-product too. 5* from me

Concise and practical.

The book is an excellent read to develop your sales skills. I especially enjoyed how it was brought to life with real examples which I could relate to. For years I worked in an environment where selling was classed as wrong. The book celebrates professional selling!