Never Be Closing

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 sa...