Never Be Closing

Never Be Closing

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Hurson, Tim | Dunne, Tim Penguin Group, 2014
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IN THIS SUMMARY

Salespeople, before they even say a word, are regularly stereotyped as manipulative and untrustworthy. Even within their own companies, salespeople are often viewed differently from their peers in other departments. In Never Be Closing, Tim Hurson and Tim Dunne eschew the dreaded sales tactics and hard closing techniques associated with the maxim “always be closing” that have earned salespeople this poor reputation. In contrast, they outline Productive Selling, a sales approach grounded in the idea “always be useful.” The authors demonstrate how sales is essentially about establishing credibility, uncovering real problems, forming relationships, and creating genuine value for clients.