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Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself Hardcover – July 10, 2014

4.6 out of 5 stars 32 customer reviews

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Editorial Reviews

Review

"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

About the Author

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.
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Product Details

  • Hardcover: 256 pages
  • Publisher: Portfolio (July 10, 2014)
  • Language: English
  • ISBN-10: 1591846765
  • ISBN-13: 978-1591846765
  • Product Dimensions: 6.2 x 0.9 x 9.2 inches
  • Shipping Weight: 15.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (32 customer reviews)
  • Amazon Best Sellers Rank: #435,423 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Hardcover
Let me first confess that I am not in business, not in marketing, advertising, finance, accounting or sales. I'm an English professor and that should say a lot as well as leave you wondering why I am writing a review (my first on amazon ever, by the way) about Never be closing. Although I am not a salesperson, I found this book an exciting read that I did not want to close. My enthusiasm in reading this book is generated by its ability to extend and expand its ideas beyond the sales meeting.
Tim and Tim's advice may focus on the business meeting, but its underlying synergy stems from its interdisciplinary and cross-disciplinary opportunities.

Think about it; everyone is in sales of some kind or another. Whether you are WIlly Loman selling an allusive product, a classroom teacher trying to get students to "buy into" the curriculum and their future, or a volunteer trying to improve the world we live in, success depends on how well we communicate, how well we understand the needs of the other, and how well we establish a connection between ourselves and the those in front of us. So, this book is for everyone, really.

This book provides easy to adapt and adopt tools and techniques for any situation. Better yet, it is written in a manner that reflects its main tenet that the relationship is all. The two Tim's share their advice and experiences in a tone that feels like they are speaking directly to the reader's needs. Professional yet conversational, to the point yet not rushed, the narrative is like a personal consultation providing ideas ready to be implemented in the sales meeting, public meeting, family meeting.

While this book is ideal for anyone in business or even contemplating a career in business, all it takes is a simple creative leap into our other "selling situations" to see the merits of this book and their wisdom. I can't wait for a sequel.
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Format: Hardcover
In the film version of his play, Glengarry Glen Ross, David Mamet adds a new character, Blake (played by Alec Baldwin), who visits the Chicago office of a real estate company and challenges the under-performing sales force: ""A-B-C. A-Always, B-Be, C-Closing. Always be closing. ALWAYS BE CLOSING. A-I-D-A. Attention, Interest, Decision, Action. Attention - Do I have you attention? Interest - Are you interested? I know you are, because it's f**k or walk. You close or you hit the bricks." The ABC approach is to say and do whatever is necessary - even if it's illegal and/or unethical - to make the sale.

I thought of that opening scene as I began to read Never Be Closing by Tim Hurson and Tim Dunne. They suggest another approach: NBC. (Steven Yastrow recommends a similar approach in Ditch the Pitch: The Art of Improvised Persuasion. He's convinced - and I agree - that the most effective communications are those that do not seem like a "pitch." Rather, they seem natural, unrehearsed, straightforward, improvised, etc.) According to Hurson and Dunne, their approach -- Productive Selling -- "isn't just a catalog of techniques to wrestle money out of a client's pocket. It' a comprehensive strategy that starts with a well-researched process for identifying and solving problems...At its essence, Productive Selling is about helping people solve problems. It focuses the power of a deliberate problem-solving process to help people. It shows you how to access your creativity to establish and maintain relationships that will be truly useful for both you and your clients over time."

Hurson introduced the Productive Thinking Model (PTM) in his previously published book, Think Better: An Innovator's Guide to Productive Thinking.
Read more ›
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Format: Hardcover
Complete disclosure: Tim Hurson was a "student" of mine in a Springboard class during Creative Education Foundation's Winterfest in San Diego and I have been a student of his ever since. Tim Dunne is a great friend and colleague through CREA Italy and CPSI, Creative Education Foundation's annual conference in Buffalo, New York.
Also, as the Co-Director of the Center for Business Innovation at Kennesaw State University in Atlanta, Georgia I have been fortunate enough to be associated with Dr. Gary Selden, Associate Director and Dr. Terry Loe Director of the Center of Professional Sales, one of the best in the United States.
In sales there are, as in any profession, amateurs and professionals. It is not an accident that every March tens of companies who are sales driven come to our school during the National Sales Competition event to hire the best of the best who compete from all professionals sales programs in the United States.
What Never Be Closing has achieved is to create a comprehensive, easy to use, fascinating to read pathway towards successful sales results. It is based on tried and true creative problem solving tools that engage the two parties, seller and buyer, into a productive conversation that results in a win-win outcome.
And it is more than that: By pointing out the vulnerabilities of the sales process and by offering anecdotal events and easy processes like DRIVE, POWER and other mnemonic devices it makes you realize the most important fact about sales: pay attention to the details and the devil will not appear.
This book is for anyone who has ever sold or bought anything. What is your reason for not having it on the top of your desk 24-hours a day?
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