Traditional closing tactics focus on winning the deal—but that's not the process your prospects and clients experience. They experience a process that requires them to debate change. If you want to get better at closing, then you'll need to master the process that your prospects go through. The ABC, or "always be closing" method, is great for the movies, but detrimental to your real world conversations.

In Part 1 of this two-part series on mastering the art of closing without closing, Dan and Pam challenge everything you thought you knew about closing sales—namely, that you get what you put in. They break down the three phases of decision-making prospects go through, reveal why your urgency to close actually delays deals, and explain why being trusted matters infinitely more than being liked. You'll discover why positive tension is essential for change, and how to create it without being self-serving.