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    Never Be Closing - Tim Hurson and Tim Dunne (BusinessNews Publishing Book Summary): Review and Analysis of Hurson and Dunne's Book
    Never Be Closing - Tim Hurson and Tim Dunne (BusinessNews Publishing Book Summary): Review and Analysis of Hurson and Dunne's Book
    Never Be Closing - Tim Hurson and Tim Dunne (BusinessNews Publishing Book Summary): Review and Analysis of Hurson and Dunne's Book
    Ebook37 pages21 minutes

    Never Be Closing - Tim Hurson and Tim Dunne (BusinessNews Publishing Book Summary): Review and Analysis of Hurson and Dunne's Book

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    About this ebook

    The must-read summary of Tim Hurson and Tim Dunne's book: "Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself".

    This complete summary of the ideas from Tim Hurson and Tim Dunne's book "Never Be Closing" provides an updated approach to selling. While in the past, salespeople would attempt numerous closes until the client relented, the authors of this book suggest that this is outdated. They now suggest simply being useful; solving problems and seizing opportunities will naturally lead to sales. This Productive Selling approach is explained in detail from the first sales meeting to post-sale follow-ups and will teach you how to get the sales you want.

    Added-value of this summary:
    • Save time
    • Understand key concepts
    • Increase your business knowledge

    To learn more, read "Never Be Closing" and discover valuable tricks to become more successful in making sales without using strong-arm tactics.
    LanguageEnglish
    PublisherBusiness Book Summaries
    Release dateJul 20, 2016
    ISBN9782511040980
    Never Be Closing - Tim Hurson and Tim Dunne (BusinessNews Publishing Book Summary): Review and Analysis of Hurson and Dunne's Book

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      Book preview

      Never Be Closing - Tim Hurson and Tim Dunne (BusinessNews Publishing Book Summary) - BusinessNews Publishing

      Book Presentation: Never Be Closing by Tim Hurson and Tim Dunne

      Summary of Never Be Closing (Tim Hurson and Tim Dunne)

      Book Abstract

      MAIN IDEA

      Traditionally, the first rule of sales was Always be closing – that is, always be doing trial closes to take the prospect's temperature and figure out how close you are to getting them to sign on the dotted line. Salespeople used to memorize a vast array of canned dialogues to try and close the sale. You just kept going until you found one that works.

      Today, a far more effective approach is Never be closing. Instead of memorizing trial closes, you should instead aim to Always be useful. If you spend more time trying to help people solve their problems and seize opportunities, you'll find the sales will naturally follow without having to use strong-arm tactics, power closes or other tricks.

      The Productive Selling approach is to do things before, during and after sales meetings which are aligned with these guiding principles.

      Our premise is that selling is not about the art of persuasion. Instead, 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. At its essence, Productive Selling is about helping people solve problems.

      – Tim Hurson and Tim Dunne

      About the Author

      TIM HURSON is the founder of ThinkX Intellectual

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