Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself

by Tim Hurson

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, * 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 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.

Genres: Business, Nonfiction

246 pages, Kindle Edition

First published July 10, 2014

Reviews

[Brad Hayes · Rating 5 out of 5]

“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”

[Yamato · Rating 4 out of 5]

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
What is going on, what does success look like, what question are we answering, generate answer, find solutions, align resources.

"It's not personal, it's just business" This is not true. People who are taking actions that they are ashamed of say this to themselves.

Discover your true values by asking yourself why you are taking the actions. Ask why 5 times.... get to the source and discover if this is who you are.

Research your client before the meeting. Prepare DRIVE before the meeting.
Desired Outcomes, Risks to Avoid, Investment Not To Exceed, Visions or Values, Essential Outcomes

Q-Note template. 4 quadrant (one axis is during and after meeting, other axis is Discovery and Delivery). Agenda, Value, Key Information, Follow-Ups

Actual meeting: 3 phases. Establish credibility, explore needs, deliver value.

After the meeting: Debrief, review your Q-notes
What happened (what?), what did it mean (so what?), Now what (what might be useful to do differently?)

[Ajay · Rating 2 out of 5]

It is commonly known that the first rule of sales is "always be closing". But common sense isn't always right and this book does a good job of introducing a viable alternative strategy, "productive selling". This is a strategy to overcome the strangers dilemma, create credibility, understand your client and their problems, and seize the opportunity to offer solutions and build a strong relationship.

This is book is practical, actionable, and frankly I needed some help learning how to sell -- yet this book is victim to a issue with most business literature. It focuses on simple, repeatable acronyms and multi-step programs -- trying to create an approach so comprehensive, redundant, and formulaic so that even an idiot could sell a grain of rice in exchange for a kingdom.

This is hyperbole, but it does underscore the point that unless you want to learn how to rearrange the alphabet to form jargon filled templates and 3, 5, or 11 step solutions. This book can be passed on

There is one quote that I did like in this book quite a bit, "the best kind of selling emerges naturally from your genuine interest in the person your working with and your sincere desire to be of use."

[Gabriel Trevizo · Rating 5 out of 5]

Great book, regardless what you’re selling.

The best salespeople I know are fully committed into solving their client’s problems. Tim Hurson brings a comprehensive methodology to make our sales efforts truly productive.

[Jonny Klar · Rating 3 out of 5]

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

[Linda Ferguson · Rating 5 out of 5]

Clear. Well-written. It manages to be practical and fun.

[Delhi Irc]

Location: PTI IRC
Accession No: DL0271170

[Margot Note]

"Never call a prospect if you have nothing to say" (75).

"Ask your client to articulate one or more itches--those things that bug them, that are out of balance, that create worry. Explore the impact of each itch--why is it a problem? Probe for more information about the itch--what are its known causes, what doesn't the client now about it that might be useful to discover? Find out who's involved in the itch--who's affected by it, who might cause it, who might benefit if things were to change? Dig deeper to understand how the itch links to the visions or values of the organization or its people" (167).