Tim Hurson

“Ironically, the urge to know may be one of the most challenging obstacles to productive thinking. People who “know” can tell you all the things that can’t be done and why. People who “know” don’t need to learn because they already have the answers. People who “know” are complete—or perhaps just finished. More often than not, people who “know” are also people who “no.” But knowingness is not the same as knowledge. Knowingness is sealed; nothing can get in. Knowledge is open. Knowingness sees challenge as threat. Knowledge sees challenge as opportunity.”
― Tim Hurson, Think Better: An Innovator's Guide to Productive Thinking

“The three acts of the sales conversation are: I: Earning the Right to Ask II: Exploration III: Demonstrating Usefulness. In Act I, you work to earn the credibility to ask probing questions. In Act II, you explore your client’s needs by asking a series of carefully designed questions that help both you and your client better understand the issues and challenges that need to be resolved. In Act III, you demonstrate usefulness to your client by offering resources and insights, matching your client’s needs to your products or services, and establishing the basis for a continuing relationship.”
― Tim Hurson, Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself