Traditional sales techniques, involving the memorization of canned dialogue and clichés in an attempt to close the sale, are getting less and less successful as clients and customers are becoming increasingly wary of salespeople. It’s time to start focusing on getting to know the client, rather than reaching straight for their wallet. Helping clients solve their problems and seize opportunities, instead of trying to force a sale, will lead to greater success in the long run.

In this issue of The Pulse, we take a look at the Productive Selling approach to business discussed in Tim Hurson and Tim Dunne’s book “Never Be Closing – How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself.” From getting your foot in the door to delivering the perfect sales pitch to debriefing after a meeting, Hurson and Dunne explain how to establish and maintain relationships that will prove invaluable to you and your clients over time.