Podcasts about never be closing

"You've got to be more interested in inviting people to work with you than in trying to close them into something that they may or may not want to do. " - Bill Caskey in today's Tip 956 Do you find yourself restless when it's time to close? Join the conversation at DailySales.Tips/956 and learn more about Bill! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

What if closing is stopping you from winning customers? The most important part of the sales process is what happens after the sale. In this week's episode of Sale Fiction, I explain why you should never be closing and what you can do instead to win more customers. mightysalesteams.com

So here’s todays question... is it possible to persuade soulfully?To influence without (at least partially) resorting to force, manipulation, interruption orvolume? And if it is possible - when you really get down to it - to the business of standing outand generating results at scale - is effective enough in the long run to commit to masteringas a skill?Some would probably say right now that we live in a world where fear drives the majority ofpersuasion. In the business world - we call that fear by many different names. Urgency,authority, scarcity - all of which usually mean the same thing - and for a long time haveinformed the majority of the marketing, advertising and sometimes leadership messages wereceive.But in a world where trust is harder to find - and our ability to tune out the messages (andpeople) we don’t want great than ever. Is there another (potentially more effective) way tostand out? My guest on today’s episode would argue (persuasively) that there is...Jason Harris is the CEO of powerhouse creative agency Mekanism. A creative agency thatworks with brands such as Peliton, HBO, Ben & Jerrys, Dropbox, Under Armor – the listgoes on. He is also the author of ‘The Soulful Art of Persuasion - 11 Habits That Will MakeAnyone a Master Influencer’, it’s pretty much a grassroots guide to influence in a world ofdistrust. HIGH RECOMMENDED. In it he draws on the latest in-depth research on trust,influence and habit formation – to make a compelling argument that being persuasive intodays world - means rejecting an ethos of quick - and instead embracing a commitment toplaying the long game.In this conversation, Jason and I dive in and out of topics including:- Why playing the long game is the key to coming out in front – and why hearing ‘no’can sometimes be the best opportunity to stand out- How to apply a philosophy of ‘Never Be Closing’ - and still win more business in thelong run- The art of giving yourself away – and the tools to not to let it take over your life- Why learning to write, own and articulate your unique story - is the key to cut throughin a cynical age- And the importance of ‘turning to face the strange’, I loved this one – basically whyyour inner freak – you know the one – the one you pretend you don’t have – isperhaps the greatest super power you ownToday’s conversation is for anyone trying to work out how to make an impact in a world ofdiminished trust. And like most common sense it pretty much applies at every level.From the bottom line of how you communicate in moment to moment situations – to the topline of what the future of persuasion actually looks like - in a world where ‘Daisy Methods’(you’ll understand more about that after listening) – appear on the surface to get the lion’sshare of attention. Basically, the clouds and the dirt of influence.So grab a notepad, or a coffee... or a protein bar... yep still on the F45 challenge. DM meyour condolences. And enjoy my interview with Jason Harris. See acast.com/privacy for privacy and opt-out information.

NEVER BE CLOSING. A lot of books about selling encourage you to act like someone you’re not. They tell you to say the other person’s name. Copy their body language. Become a salesman. But what if the key to selling is accepting who you are? What if everything weird about you is what will make you successful? Stop thinking of business as transactional. Instead, be generous. Play the long game. And be kind. On today’s episode of The School of Greatness, I talk about the soulful art of persuasion with an expert in marketing: Jason Harris. Jason Harris is the CEO of the award-winning creative agency Mekanism and the co-founder of the Creative Alliance. Harris works closely with brands through a blend of soul and science to create provocative campaigns that engage audiences. Iconic brands include Peloton, Ben & Jerry’s, MillerCoors, HBO, and the United Nations. Under his leadership, Mekanism was named to Ad Age’s Agency A-list, twice to their Best Places to Work, and to the Creativity 50. Harris has been named in the Top 10 Most Influential Social Impact Leaders, as well as the 4A’s list of “100 People Who Make Advertising Great.” His methods are studied in cases at Harvard Business School. Jason has put together four principles of persuasion that can help transform you into a master influencer. The bullet points are easy to understand and might even surprise you. So get ready to learn the soulful art of persuasion on Episode 848. Some Questions I Ask: What’s the most fun you’ve had working on a brand? (10:00) How can you be empathetic when people are attacking you? (31:00) What’s something people can do today to make them more influential (43:00) What are you three truths? (46:00) In This Episode You Will Learn: About Jason’s company Mekanism (5:00) Why you should never be closing (12:30) How vulnerability is key to power (16:00) The Four Core Principles of persuasion (19:00) Why it’s important to master different skills (38:00) If you enjoyed this episode, check out the video, show notes and more at http://www.lewishowes.com/848 and follow at instagram.com/lewishowes

Modern Sellers leverage these three critical traits in creating deeper connections with their prospects and customers. These traits are being leveraged by Sellers to effectively differentiate, deliver a top notch customer experience and win more business. Dan walks us through a new book by Ted McGrath, "Never Be Closing" and his fresh and unique approach to Sales which touches on some of this new philosophy. Admiration- do you know your prospect so well from your research and through your discovery that you actually admire what he or she has accomplished. After all, your prospects want to be respected and liked just as much as you do. Appreciation-As part of your connection development, do you demonstrate a true understanding of your prospect, an appreciation for what they are working towards? Their goals, visions, dreams? Similarly, are you appreciative of the opportunity to connect and become a valued member of their team-co creating value, co -creating a solution, a plan of action. Inspiration- Do you inspire prospects and customers to take action? Are they so moved by your understanding of their goals and desires, and your ability to get creative and collaborate, that they are driven to move forward and become a client? --- Support this podcast: https://anchor.fm/dan-sixsmith/support

It’s easy to fall into the trap of always thinking in terms of revenue when looking at sales and service. Join Travis Bryant, Executive in Residence at Redpoint Ventures, as he makes the case for putting delivering value first. With a clear view of the ideal customer and a strong understanding of what they need, you can help every buyer make the best decision for them. Yes, it takes courage to look beyond revenue, but somebody needs to ensure customers are successful and remain loyal. https://sforce.co/2sEVs77   Guest: Travis Bryant (https://linkedin.com/in/tbryant80) Host: Kevin Micalizzi (https://linkedin.com/in/kevinmic); Natalie Petouhoff (https://linkedin.com/in/drnataliepetouhoff)   Related resources: Tom Tunguz - Venture Capitalist at Redpoint http://bit.ly/2HiVXhe Bring down the house. Sell like an opera singer, with Kunya Rowley https://sforce.co/2Rxxv0r Find the Middle Ground Between “Always Be Closing” and “Never Be Closing” https://sforce.co/2U0zSFN Matching Your Product’s Value with Your Customer’s Values https://sforce.co/2A1a4lG Why the Sales Profession is Broken and How We Can Fix It http://sforce.co/2tM0X75 What Personal Trainers Can Teach You About Sales https://sforce.co/2POzbOg

If you want to learn how to engage in productive thinking, Tim Hurson is the guy to teach you how. Tim is the author of a book called “Think Better: An Innovator’s Guide to Productive Thinking” and this conversation is part of the celebration of the tenth anniversary of that book, which you can pick it up right now on Amazon. Anthony admits that this interview starts off a little weird for him because he and Tim have been acquainted with each other for a long time and they belong to a peer group where they communicate with each other often, but before this conversation, they’d never spoken face to face. It’s also a little weird because Anthony’s book, “The Lost Art of Closing” cites one of Tim’s books “Never Be Closing” on the cover flap as a bad idea. But in spite of that difference, which turns out not to be that much of a difference, Tim and Anthony are completely aligned on many things when it comes to life and sales. You’ll enjoy this stimulating conversation with Tim about how you can think more productively and therefore be more successful, so be sure you take the time to listen. Productive Thinking As The Key to Greater Sales Success, with Tim Hurson - Ep 101Click To Tweet How you as a salesperson can get the absolute right to the next deal with the person you just closed This conversation starts out with a bit of banter between Anthony and his guest, Tim Hurson, over what Tim was trying to say when he wrote a book called “Never Be Closing.” Tim’s point was that thinking of things as “closed” could lead you to think that the deal is done, when it’s really only the beginning. What you’re actually doing is you're gaining commitments, you're gaining friends, you're establishing relationships that you don't want to end - which will lead not just to the first sale but to the second sale and all the sales beyond that. That's where the conventional idea of closing is “Finish the deal” but where Tim says he never wants to finish the deal. He wants to open more deals. It's what he calls having an absolute right to the next deal you sell in such a way that you don't ever have to sell to that person again. Find out how you can build THOSE kinds of relationships, on this episode. You’ve got to listen to this episode if you want to understand the way of thinking that enables you to be more creative, productive, and effective Tim Hurson used to go around the country putting on seminars and giving speeches, and when he did he’d often meet people on planes. It was the typical situation where you start talking to somebody, asking, “What do you do?” and as soon as somebody asked Tim what he did he would say things like, “You know, I teach people how to think creatively.” They’d immediately go back to their magazine. But one day, completely on a whim, Tim answered the question by saying, “I teach people how to think more productively.” The difference in the response he got was nothing short of amazing. Suddenly he had made a connection with the person he was talking to because what was important to them was to be productive. Tim’s come to believe that there's a way of thinking that actually allows you to learn better, to plan better, to solve problems better, to do better, and ultimately to BE better as a human being. Find out what that way of thinking is on this episode of In The Arena. Listen to this ep if you want to understand the way of #thinking that enables you to be more #productiveClick To Tweet Productive thinking has many enemies. You’ve got to clearly know what they are and how to overcome them The second chapter of Tim Hurson’s book, “Think Better” speaks to the things that prevent us from thinking productively. He points out three of them: Monkey Mind, Gator Brain, and The Elephants Tether. In this conversation with Anthony, Tim walks through two of those three enemies to productive thinking, explaining how they work in the brain, why they happen, and what you can do to overcome them.

Never Be Closing – Key To Better Sales with Tim Hurson #197 The second most difficult task of a sale is to ask for the business. Closing a prospect is a monumental challenge for many sales professionals. But maybe we’re looking at this all wrong. Tim Hurson is the author of the book “Never Be Closing”. In this episode Tim shares a process where prospects close themselves without arm twisting or sketchy wordplay trickery. Take your closing skills to the mastery level! Have a Don’t Close Mindset Tim recommends going into a sales conversation with the idea of learning something. Set aside the  expectation of closing quickly. People will close themselves if you do the process right.  It takes time to build a relationship. People fear purchasing from a stranger, but they do appreciate purchasing from those they trust. Purpose of a Sales Call What is the purpose of a sales call?  It’s not to make the sale, it’s to make the sale, AFTER the sale. Sales calls are measured on a binary scale: You closed or NOT closed. This is false. There is nuance in every sales call and you can learn from the experience. Every call is an opportunity for success. Simplest Close of All Ask the question “What more do you need to know before we proceed”.  If they say nothing else start the paperwork that moves them from a prospect to a client. Of course not everyone is qualified for your business. But prospects may know someone who IS qualified. Think referrals. Take Action Advice GPS – learn from experience, evaluate the last sales call and ask the following questions: Great – what went well? Poor – what went poorly? Step ups – what can I do better next time?   How To Find Tim Hurson You can find Tim on LinkedIn linkedin.com/in/timhurson thinkxic.com (Company Website) blog.thinkxic.com/ (Blog) tenkaizen.com (Think Better) Twitter @tim_hurson Book – Never Be Closing – how to sell better without screwing your clients, colleagues or yourself.  How To Close a Sale We have many past episodes sharing advice on how to close a sale. Listen today! The Perfect Close with James Muir #132 4 Step Sales Framing Process with Aaron Janx #131 Success Hacks for Sales with Scott Hansen #101 How to Sell Coaching Services with Julie Foucht #98 How to get your ASK in gear, an interview with Connie Kadansky #87 The 5 Fundamentals for Closing a Sale #79 Small Business Sales Techniques an interview with Kent Zaretzke #75 How To Be Bold By Prequalifying Prospects Part 2 with Tom Reber #65 How To Be Bold By Prequalifying Prospects with Tom Reber #64 The Smooth Sale Pricing Process with Elinor Stutz #60 The post Never Be Closing – Key To Better Sales with Tim Hurson #197 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Napoleon Hill Foundation Certified Instructor Tom Cunningham (too tall) interviews Tim Hurson. Tim works globally as is an executive consultant, business school guest lecturer, and keynote speaker on better sales, better thinking, and better performance. He is author of Never Be Closing, published by Penguin Portfolio, recommended by the Oprah Winfrey Network, and selected as one of The Seven Most Useful How-to-Sell Books of 2014 by Inc. Magazine. He is also the author of Think Better, (published by McGraw-Hill, and used in over 100 business schools globally. He has keynoted in more than 30 countries about and is a guest lecturer at university and college business programs in the US, UK, Canada, Mexico, Chile, South Africa, and Australia. http://torontosalessummit.com/

傳統銷售講求的是「不斷追求成交」，本書作者卻主張「絕不追求成交」。他們認為銷售不是一種說服的藝術，而是協助人們發現問題、解決問題的過程。因此成交不是終點，而是不斷重複發生的美好關係。

傳統銷售講求的是「不斷追求成交」，本書作者卻主張「絕不追求成交」。他們認為銷售不是一種說服的藝術，而是協助人們發現問題、解決問題的過程。因此成交不是終點，而是不斷重複發生的美好關係。

If you're involved in sales, getting a meeting with a prospect is one of the hardest things to do. And if it involves cold calling, people hate it so much they will do what they can to get out of having to do it. Fortunately, there are ways to turn cold calls into warm calls and improve your chances of getting a meeting. Listen as Tim Hurson, co-author of Never Be Closing, explains what you can do.