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Everyone knows that the first rule of sales is 'always be closing.' But what if the less time you spend trying to close, the more time you can devote to helping people solve problems and seize opportunities? And what if following the new rule of sales, 'always be useful,' results in more business?
If you sell and if you aim to sell better, you need to know about the stranger's dilemma. A stranger doesn't have the leverage of instant credibility. So it's not surprising that a wide range of sales tactics, tools, and closing techniques have been developed as a substitute for credibility. Their purpose is often to wrangle a commitment to buy, even when buying may not be in the best interests of the client.
The approach advocate in Never Be Closing is designed to overcome the stranger's dilemma, but in a very different way. This book isn't just a catalog of techniques to wrestle money out of a client's pocket. It's a comprehensive strategy that starts with a well-researched process for identifying and solving problems. 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. In a very real sense, this book will show you how to become less of a stranger.
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