Out Selling: 74 Buyer-Approved Rules to Build Trust, Deliver Radical Value, and Win Complex Deals - Paperback

THE ERA OF THE AVERAGE SALESPERSON IS OVER.
Are prospects going silent just when you think you are close to winning the deal?
Are customers challenging your price, delaying decisions, or treating you like just another vendor?

Buyers no longer need a walking brochure. They can research products, compare competitors, and find technical information online in seconds. Artificial intelligence can answer many of their questions before a salesperson ever enters the conversation.

When all you provide is information, you become replaceable.
When you compete as a vendor, the conversation eventually turns to price-and that is a race to the bottom.

OUT SELLING provides the professional code for becoming more valuable, more trusted, and harder to replace.
Whittaker has distilled more than 30 years of frontline selling and 20 years of documenting what works and what does not into 74 practical rules for modern sales success.

These lessons were earned through real customer meetings, complex B2B deals, major wins, painful failures, difficult conversations, lost opportunities, and mistakes that were sometimes expensive to learn.

This is not a book of clever closing tricks, manipulative strategies, or outdated scripts.
It's understanding customers, solving meaningful problems, acting like a professional, and building a reputation that earns trust, repeat business, and referrals.

Inside, you will learn how to:

• Command respect: Move from replaceable vendor to trusted business partner
• Ask better questions: Uncover the problem behind the problem and create value that customers recognize.
• Win complex deals: Lead buyers and decision-making teams without relying on pressure.
• Differentiate yourself: Compete on insight, judgment, and customer experience-not price alone.
• Outpace AI: It can't replace a salesperson who knows human motivation and hidden agendas
• Prevent stalled sales: Reduce no-decisions, price objections, and silent prospects.
• Build a lasting reputation: Become the professional customers trust, remember, recommend, and choose again.

The 74 rules are designed for immediate, on-the-job application.
Use one rule before your next customer meeting, difficult conversation, presentation, interview, or negotiation. Apply all 74 to change how customers see you, how managers value you, and how confidently you lead a sale.

OUT SELLING is written for sales professionals, account executives, consultants, entrepreneurs, business owners, and anyone who must lead another person to choose them.

For sales managers, the book provides a practical coaching framework for establishing professional standards, improving customer conversations, and developing inconsistent performers into trusted, high-performing stars.

Customers may forget your presentation.
They may forget your product demonstration.
They may even forget the price you quoted.

They will remember whether you understood them, whether you kept your word, and how you conducted yourself.
Stop being the salesperson that customers tolerate. Become the professional they trust, remember, recommend, and choose again.

Buy OUT SELLING and begin applying the 74 rules today.