Speaker and consultant Tim Hurson presents 12 techniques that benefit both the seller and the client Never Be Closing expands on the principles of Tim Hurson's first book, Think Better, to teach salespeople how to improve their strategy and sell anything to anyone using a simple, repeatable framework. This isn't a book full of mundane tactics for cold-calling or techniques for closing a deal. This is a problem-solving approach that is more beneficial for both the seller and the client. Selling better isn't just a one time thing; it's a way to become a more valuable long-term partner. With their "Productive Selling Model," Hurson and Dunne offer business people a set of 15 tools to pull apart their current techniques, analyze them, and re-assemble them in a dynamic way. The authors include practical advice mixed with helpful anecdotes to build mutually productive relationships between seller and client, including: * The Rashomon Effect, which teaches readers how to bridge the gap between different perspectives. * The Hitchcock Method, which offers readers strategies on developing a script about themselves, their company, and their products. * The Sales Conversation, a three step structure to explore the client's needs, establish credibility, and deliver value. 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.
In a 2012 Gallup integrity poll, sales professions occupied four of the seven least trustworthy positions. Consultants Hurson (Think Better) and Dunne seek to make salespeople more effective, and transform their image from shady seller to sincere problem-solver. Their "Productive Selling" approach centers on a deliberate problem-solving process to help clients and establish long-term relationships. These easy-to-apply principles and tools help deliver real value to prospects and increase the odds for sales success. The authors underscore the importance of both before-action and after-action reviews, which evaluate the process. In addition, they devote considerable time to discussing meeting preparation, from creating scripts and establishing credibility, to securing the meeting and setting criteria. Regarding the meeting itself, 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. While redeeming the sales industry may be too big a task for even these experienced authors, Hurson and Dunne do an admirable job of equipping sales professionals with effective strategies.