I haven’t read Todd Duncan’s book, but it sounds like it would be useful. (One of my clients — and friends — owns a bookstore specializing in sales-related books, so I’ll ask him for a copy.)

Thanks for the heads-up!

John

You are saying essentially the same thing as Todd Duncan in his best selling book “High Trust Selling:
Make More Money in Less Time with Less Stress”. He said – “Selling Myth # 4: Always be closing. To date, I have personally read or heard over seventy-five different closing techniques. If used today, most would have a negative impact in a selling situation.”

I had no previous selling experience. When I read chapters on “closing the sale” I told myself I could not do what they’re teaching me – try to manipulate buyers!

I like what you said:

“Someone makes a BUYING decision — not a SELLING decision. (Have you even heard the expression “selling decision”?)

Why?

Because they control the M-O-N-E-Y!”

Jose