Never Be Closing, Tim Dunne
Never Be Closing, Tim Dunne
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Never Be Closing

Author: Tim Dunne, Tim Hurson

Narrator: Tim Dunne, Tim Hurson

Unabridged: 6 hr 21 min

Format: Digital Audiobook Download

Publisher: Ascent Audio

Published: 10/01/2014


Synopsis

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 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 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.

About Tim Dunne

Professor Tim Dunne is pro-vice chancellor at The University of Queensland (UQ) and senior researcher at the Asia-Pacific Centre for the Responsibility to Protect. Previously, he was executive dean of humanities and social science at UQ. He has written or edited twelve books.


Reviews

Goodreads review by Brad

“selling is not about the art of persuasion . . . the best kind of selling emerges naturally from your genuine interest in the person you’re working with and your sincere desire to be of use”......more

Goodreads review by Yamato

Love the concept. I do not like the concept of "closing" the deal, it feels like it is all about what we as the seller want and less about what the customer is getting. So this book was great. It provides practical advice to come from a place of value and service. Based on productive thinking process W......more

Goodreads review by Jonny

It’s a sales book at heart, it presents a much more ethical and process driven idea to sales. And while I see it’s value, definitely felt like a chore to read. A sponge book, absorbing its information rather than enjoy it. Yet, for my career very good info......more