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 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 advocated 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 begins 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 meetings
- 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. Download and start listening now!