Never Be Closing
How to Sell Better Without Screwing your Clients, your Colleagues, or YourselfBook - 2014
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
Publisher: New York : Penguin/Portfolio, c2014.
Characteristics: ix, 246 p. : ill. ; 24 cm.