The Lost Art of Closing

Winning the Ten Commitments That Drive Sales

De: Anthony Iannarino

Narrado por: Anthony Iannarino

"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. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts 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 of The 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 Closing will 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 a Commitment to Invest early in the process.
• Ask for a Commitment to Build Consensus within 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 a Commitment to Resolve Concerns.
• The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.

©2017 Anthony Iannarino (P)2017 Gildan Media LLC

Awesome book

making this book a recommendation fpr required reading for our sales team. it's a game chager.

Best sales book ever

I’ve been in sales for over 20 years and I can’t remember another book that has had as much impact as this one has had.

Must read

Great insight. Will make you look back and understand why certain deals weren’t made. This book will help you close.

Long term relationships

Just listened to this after reading Anthony’s other book “The Only Sales Guide You’ll Ever Need”. It’s clear and to the point with many examples along the way of how to use his techniques. I like that he focuses on building the long term relationships as a trusted advisor to the client instead of the quick sale.

Best book yet on sales today

I absolutely LOVE this book. Thank you Anthony Iannarino for your wisdom and I'm very much looking forward to executing what I've learned about gaining the necessary commitments to advance the sale.

I really did like this book! I think you would li

I really did like this book! I think you would like it also. I did learn a lot!

Legend

Great book!!! Well laid out easy read with wisdom to help any sales professional at any level. Great job Anthony!!

Excellent framework for novice and experience sales people

Unlike many of the sales books out there that are hundreds of pages just to explain one simple theory that can be explained in a sentence (challenger anyone?), every chapter introduces a new, actionable idea you can put into practice immediately. One of my favorite things are the example scripts and objection responses he gives. The ten commitments are a framework than must be practiced. Get his workbook and fill it out so you remember to apply all that he teaches.

Buy it. Read it. Use it.

I read sales books obsessively. Many are terrible. Iannarino’s first book was stellar and this one is equally informative and useful. Read and/or listen and use it to sell more and sell better. Unless you’re in my industry. If so, just move along. Nothing to see here.

Framework or process

Anthony presents a clear process and framework for improving your sakes outcomes. Apply this and you win. I already have begun and have seen better results.