Never Be Closing
Written By: ,
Narrated By: ,
Publisher: Gildan Media
Date: October 2014
Duration: 6 hours 23 minutes
Sell Better expands on the principles of Tim Hurson's first book, Think Better: An Innovator's Guide to Productive Thinking, to teach salespeople how to improve their strategy and sell anything to anyone using a simple, repeatable framework.
This isn't an audiobook 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 tools to pull apart their current techniques, analyze them, and re-assemble them in a dynamic way to help their clients. The authors include practical advice mixed with helpful anecdotes to bring different strategies to the table and build mutually productive relationship between seller and client, including:
-The Rashomon Effect, which teaches listeners how to bridge the gap between different perspectives.
-The Hitchcock Method, which offers listeners 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.