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

Hurson, Tim; Dunne, Tim

Rilegato

ISBN 10: 1591846765 ISBN 13: 9781591846765

Casa editrice: Penguin, 2014

Riassunto

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, including:

* 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 Better: 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.

Su questo libro

Recensione

"Self-Help Advice That Works: We sifted through recent life-improvement books and found the can-do strategies to help you become more successful, more focused and more connected. Hurson and Dunne’s Never Be Closing is about how to create more intimate and successful business relationships. [But] their advice could work for many of us in areas beyond work."
—Oprah.com

“Hurson and Dunne have produced an intelligent, easy-to-understand guide from which professional and novice sales folks alike will gain a great deal of comfort.”
—Booklist

“Easy-to-apply principles and tools help deliver real value to prospects and increase the odds for sales success...Hurson and Dunne do an admirable job of equipping sales professionals with effective strategies. They show how to capitalize on every step from the waiting room to small talk, maximizing opportunities to learn about a potential client and their needs.”

—Publishers Weekly

“Never Be Closing is filled with creative strategies and invaluable tools to help you drive more sales. If you’re serious about being successful, it’s a must read.”

—Jill Konrath, author of Agile Selling and SNAP Selling

“The Productive Thinking process in Never Be Closing is applicable far beyond traditional sales. Hurson and Dunne present a structure and then provide invaluable techniques to help you use problem solving no matter what sales situation you encounter.”
—Mark Savan, president, Fortune Brands Windows & Doors

“F. W. Woolworth said, ‘I’m the world’s worst salesman, so I have to make it easy for people to buy.’ He’d have loved this book. It’s all about the sweet spot where people, process, and purpose come together to make sales that are a success for everyone.”

—Wally Bock, leadership coach and author of the blog Three Star Leadership

“You won’t read this book swinging in a hammock; you’ll read it sitting at your desk with pen and paper in hand. This book is a resource that will help you work through and chart a clear path to success, not just dream about it. If you are seriously intent on helping your clients see bigger and better possibilities, this book will help you get there.”
—Ian Percy, organizational psychologist and possibility expert and author of Going Deep

“Never Be Closing breaks new frontiers. It will appeal to both the beginner salesperson and the seasoned pro. Each chapter contains take-away nuggets to use over and over in multiple sales situations. Don’t wait! Turn the advice into action before your competitors do.”
—Preston Diamond, managing director, Institute of WorkComp Professionals

“Buy this book. Read this book. Use this book.”

—Tom Stoyan, Canada’s sales coach

L'autore

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 Better: 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.

Su questa edizione

• Editore: Penguin
• Data di pubblicazione: 2014
• ISBN 10: 1591846765
• ISBN 13: 9781591846765
• Rilegatura: Copertina rigida
• Numero di pagine: 272