Height: 9.30 in.
Width: 6.30 in.
Thickness: 0.83 in.
Unit weight: 0.93 lb.
“Always be closing! —Glengarry Glen Ross, 1992
“Never Be Closing! —a sales book title, 2014
“????? —salespeople everywhere, 2017
For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery close to the “now or never close.
But these tactics often alienated customers, leading to fads for the “soft close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes.
Anthony Iannarino has a different approach geared to the new technological and social realities of our time. InThe Lost Art of Closing, he proves that the final commitment can actually be one of theeasiestparts of the sales process—if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
Iannarino addressed this in a chapter ofThe Only Sales Guide You'll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he's back with a new book full of proven tactics and useful examples.The Lost Art of Closingwill help you win customer commitment at ten essential points along the purchase journey. For instance, you'll discover how to:
· Compete on value, not price, by securing aCommitment to Investearly in the process.
· Ask for aCommitment to Build Consensuswithin the client's organization, ensuring that your solution has early buy-in from all stakeholders.
· Prevent the possibility of the sale falling through at the last minute by proactively securing aCommitment to Resolve Concerns.
The Lost Art of Closingwill forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
By (author): Anthony Iannarino
Anthony Iannarinois the bestselling author ofThe Only Sales Guide You'll Ever Needand the founder of The Sales Blog, which draws more than 50,000 readers every month. He leads a high-performing sales team, speaks to sales organizations nationwide, and teaches part time at the Capital University's Capital School of Management and Leadership. He lives with his family in Westerville, Ohio.