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.
Every sales person 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?
What if following the new rule of sales, 'always be useful,' results in more business?
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:
- Q-Notes, a powerful strategy to make your notes doubly useful-to both record and guide your sales meeting.
- Eight Paths to Credibility, proven methods that establish your authority to ask key questions that reveal your client's issues, challenges, and goals.
- 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.