About the Book
Everyone knows that the first rule of sales is 'always be closing.' But what if the less time you spend trying to close, the more time you can devote to helping people solve problems and seize opportunities? And what if following the new rule of sales, 'always be useful,' results in more business? If you sell and if you aim to sell better, you need to know about the stranger's dilemma. A stranger doesn't have the leverage of instant credibility. So it's not surprising that a wide range of sales tactics, tools, and closing techniques have been developed as a substitute for credibility. Their purpose is often to wrangle a commitment to buy, even when buying may not be in the best interests of the client. The approach advocate in Never Be Closing is designed to overcome the stranger's dilemma, but in a very different way. This book isn't just a catalog of techniques to wrestle money out of a client's pocket. It's a comprehensive strategy that starts with a well-researched process for identifying and solving problems. It shows you how to access your creativity to establish and maintain relationships that will be truly useful for both you and your clients over time. In a very real sense, this book will show you how to become less of a stranger. Never Be Closing expands on the principles of Tim Hurson's first book, Think Better, by offering a simple and repeatable Productive Selling framework to make the most of new opportunities. From getting your foot in the door to delivering the perfect sales pitch to debriefing after a meeting, Hurson and Dunne have an all-encompassing plan to improve your sales results, including- Eight Paths to Credibility, proven methods that establish your authority to ask key questions that reveal your client's issues, challenges, and goals. Q-Notes, a powerful strategy to make your notes doubly useful - to both record and guide your sales meeting. Three-Act Structure, a creative way to design the sales conversation to explore client needs, offer solutions, and deliver value. Hurson and Dunne show that outstanding selling isn't just about mastering the art of persuasion. Instead, the most successful selling comes from a sincere interest in your clients and their needs. These methods will enable you to sell more effectively than ever before. 'Never Be Closing is filled with creative strategies and invaluable tools to help you drive more sales. If you're serious about being successful, it's a must read.' Jill Konrath, author of Agile Selling and SNAP Selling 'The Productive Thinking process in Never Be Closing is applicable far beyond traditional sales. Hurson and Dunne present a structure and then provide invaluable techniques to help you use problem solving no matter what sales situation you encounter.' Mark Savan, President, Fortune Brands Windows & Doors 'F. W. Woolworth said, 'I'm the world's worst salesman, so I have to make it easy for people to buy.' He'd have loved this book. It's all about the sweet spot where people, process, and purpose come together to make sales that are a success for everyone.' Wally Bock, leadership coach and author of the blog Three Star Leadership 'You won't read this book swinging in a hammock; you'll read it sitting at your desk with pen and paper in hand. This book is a resource that will help you work through and chart a clear path to success, not just dream about it. If you are seriously intent on helping your clients see bigger and better possibilities, this book will help you get there.' Ian Percy, organizational psychologist and possibility expert and author of Going Deep 'Never Be Closing breaks new frontiers. It will appeal to both the be
About the Author :
Tim Hurson is the founding partner of Manifest Communications, one of North America's leading social marketing agencies. He launched ThinkX Intellectual Capital in 2004 and is the author of Think Better: An Innovator's Guide to Productive Thinking. Tim Dunne is a consulting partner with ThinkX, KnowInnovation, and New & Improved, firms that offer leadership, innovation, and sales training to companies worldwide.
Review :
"Self-Help Advice That Works: We sifted through recent life-improvement books and found the can-do strategies to help you become more successful, more focused and more connected. Hurson and Dunne's Never Be Closing is about how to create more intimate and successful business relationships. [But] their advice could work for many of us in areas beyond work."
--Oprah.com "Hurson and Dunne have produced an intelligent, easy-to-understand guide from which professional and novice sales folks alike will gain a great deal of comfort."
--Booklist
"Easy-to-apply principles and tools help deliver real value to prospects and increase the odds for sales success...Hurson and Dunne do an admirable job of equipping sales professionals with effective strategies. They show how to capitalize on every step from the waiting room to small talk, maximizing opportunities to learn about a potential client and their needs."
--Publishers Weekly
"Never Be Closing is filled with creative strategies and invaluable tools to help you drive more sales. If you're serious about being successful, it's a must read."
--Jill Konrath, author of Agile Selling and SNAP Selling
"The Productive Thinking process in Never Be Closing is applicable far beyond traditional sales. Hurson and Dunne present a structure and then provide invaluable techniques to help you use problem solving no matter what sales situation you encounter."
--Mark Savan, president, Fortune Brands Windows & Doors
"F. W. Woolworth said, 'I'm the world's worst salesman, so I have to make it easy for people to buy.' He'd have loved this book. It's all about the sweet spot where people, process, and purpose come together to make sales that are a success for everyone."
--Wally Bock, leadership coach and author of the blog Three Star Leadership
"You won't read this book swinging in a hammock; you'll read it sitting at your desk with pen and paper in hand. This book is a resource that will help you work through and chart a clear path to success, not just dream about it. If you are seriously intent on helping your clients see bigger and better possibilities, this book will help you get there."
--Ian Percy, organizational psychologist and possibility expert and author of Going Deep
"Never Be Closing breaks new frontiers. It will appeal to both the beginner salesperson and the seasoned pro. Each chapter contains take-away nuggets to use over and over in multiple sales situations. Don't wait! Turn the advice into action before your competitors do."
--Preston Diamond, managing director, Institute of WorkComp Professionals
"Buy this book. Read this book. Use this book."
--Tom Stoyan, Canada's sales coach
"Hurson and Dunne have produced an intelligent, easy-to-understand guide from which professional and novice sales folks alike will gain a great deal of comfort."
"--"Booklist
"Easy-to-apply principles and tools help deliver real value to prospects and increase the odds for sales success...Hurson and Dunne do an admirable job of equipping sales professionals with effective strategies. They show how to capitalize on every step from the waiting room to small talk, maximizing opportunities to learn about a potential client and their needs." --"Publishers Weekly"
""Never Be Closing" is filled with creative strategies and invaluable tools to help you drive more sales. If you're serious about being successful, it's a must read." --Jill Konrath, author of" Agile Selling" and "SNAP Selling"
"The Productive Thinking process in "Never Be Closing" is applicable far beyond traditional sales. Hurson and Dunne present a structure and then provide invaluable techniques to help you use problem solving no matter what sales situation you encounter."
--Mark Savan, president, Fortune Brands Windows & Doors
"F. W. Woolworth said, 'I'm the world's worst salesman, so I have to make it easy for people to buy.' He'd have loved this book. It's all about the sweet spot where people, process, and purpose come together to make sales that are a success for everyone." --Wally Bock, leadership coach and author of the blog "Three Star Leadership"
"You won't read this book swinging in a hammock; you'll read it sitting at your desk with pen and paper in hand. This book is a resource that will help you work through and chart a clear path to success, not just dream about it. If you are seriously intent on helping your clients see bigger and better possibilities, this book will help you get there."
--Ian Percy, organizational psychologist and possibility expert and author of" Going Deep"
""Never Be Closing" breaks new frontiers. It will appeal to both the beginner salesperson and the seasoned pro. Each chapter contains take-away nuggets to use over and over in multiple sales situations. Don't wait! Turn the advice into action before your competitors do."
--Preston Diamond, managing director, Institute of WorkComp Professionals
"Buy this book. Read this book. Use this book." --Tom Stoyan, Canada's sales coach
"Easy-to-apply principles and tools help deliver real value to prospects and increase the odds for sales success...Hurson and Dunne do an admirable job of equipping sales professionals with effective strategies. They show how to capitalize on every step from the waiting room to small talk, maximizing opportunities to learn about a potential client and their needs." --"Publishers Weekly"
""Never Be Closing" is filled with creative strategies and invaluable tools to help you drive more sales. If you're serious about being successful, it's a must read." --Jill Konrath, author of" Agile Selling" and "SNAP Selling"
"The Productive Thinking process in "Never Be Closing" is applicable far beyond traditional sales. Hurson and Dunne present a structure and then provide invaluable techniques to help you use problem solving no matter what sales situation you encounter."
--Mark Savan, president, Fortune Brands Windows & Doors
"F. W. Woolworth said, 'I'm the world's worst salesman, so I have to make it easy for people to buy.' He'd have loved this book. It's all about the sweet spot where people, process, and purpose come together to make sales that are a success for everyone." --Wally Bock, leadership coach and author of the blog "Three Star Leadership"
"You won't read this book swinging in a hammock; you'll read it sitting at your desk with pen and paper in hand. This book is a resource that will help you work through and chart a clear path to success, not just dream about it. If you are seriously intent on helping your clients see bigger and better possibilities, this book will help you get there."
--Ian Percy, organizational psychologist and possibility expert and author of" Going Deep"
""Never Be Closing" breaks new frontiers. It will appeal to both the beginner salesperson and the seasoned pro. Each chapter contains take-away nuggets to use over and over in multiple sales situations. Don't wait! Turn the advice into action before your compet
