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The Lost Art of Closing : Winning the Ten Commitments That Drive Sales by Anthony Iannarino (2017, Hardcover)

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Product Information

Closing the deal is the most crucial step in the sales process. Yet most salespeople are following outdated, incorrect, and harmful advice telling them to aggressively and forcefully go for the hard sell-or else to sell so softly that they are afraid to ask for any commitments at all! They've heard "Always Be Closing" and "Never Be Closing." But neither of those mantras are true in the complex sales landscape we have today. Closing now is all about building trust with your clients and moving them down the path of 10 commitments . . . all the way to the dotted line. Iannarino argues that in a world with many competitors vying for the same clients and with clients who can do their own research, closing a sale is really about gaining commitments and doing all you can to build a relationship with your prospective client. In his rebuttal to conventional and disappointing "sales wisdom", Iannarino will teach readers to- - Develop deep relationships with clients by implementing closing strategies that build trust and help prospective clients understand the value of committing to move forward in the process. - Proactively, but not aggressively, ask for commitments without guilt or embarrassment about being pushy, manipulative, or self-oriented--all things that destroy trust. In a field rife with misperceptions about how to close a deal, Iannarino's book will be necessary reading for all sales people-to help them streamline the sales process and win more deals, faster.

Product Identifiers

Publisher
Penguin Publishing Group
ISBN-10
0735211698
ISBN-13
9780735211698
eBay Product ID (ePID)
237787900

Product Key Features

Book Title
Lost Art of Closing : Winning the Ten Commitments That Drive Sales
Author
Anthony Iannarino
Format
Hardcover
Language
English
Topic
Sales & Selling / Management, Personal Success, Sales & Selling / General
Publication Year
2017
Genre
Business & Economics
Number of Pages
240 Pages

Dimensions

Item Length
9.2in
Item Height
0.9in
Item Width
6.3in
Item Weight
14.9 Oz

Additional Product Features

Lc Classification Number
Hf5438.25
Reviews
"In the footsteps of greats like Brian Tracy, Zig Ziglar, Jim Rohn, and Tom Hopkins, Iannarino has delivered a masterpiece for our age and a classic that will teach generations to come to achieve greatness." --JEB BLOUNT, author of Fanatical Prospecting and Sales EQ " The Lost Art of Closing belongs on the shelf of every sales professional in every industry." --DANIEL H. PINK, author of To Sell Is Human and Drive "Iannarino blows apart the long-held beliefs about what it means to close by showing you that closing happens at each step of the sale. This is a book you'll not just read but one you'll be using to rebuild your sales process." --MARK HUNTER, "The Sales Hunter," author of High-Profit Prospecting "This is the best content I've read on closing. My number one go-to sales guru Anthony Iannarino shows sellers exactly how to gain the commitments they need at each stage of the sales process... with language they can actually use to advance sales opportunities." -- MIKE WEINBERG, author of New Sales. Simplified. and Sales Management. Simplified. "What you have been taught about closing is no longer going to help you win deals. You need to think and act differently. The ten commitments explained in THe Lost Art of Closing are necessary and will provide you with a blueprint for winning your dream clients now." --ALICE HEIMAN, sales strategist "Too often your focus as a salespeerson is on 'getting the order'. In the process, you forget to guide the customer on their buying journey, derailing yourself and eroding the value you create for them. The Lost Art of Closing is an indispensable roadmap for using commitments to stay on that journey with the customer, keeping you and your client in lockstep through a successful close." --DAVID A. BROCK, author of Sales Manager Survival Guide, " The Lost Art of Closing belongs on the shelf of every sales professional in every industry." --Daniel H. Pink, author of To Sell Is Human and Drive
Copyright Date
2017
Lccn
2017-285420
Dewey Decimal
658.85
Intended Audience
Trade
Dewey Edition
23

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5 out of 5 stars
by rgsaugerSep 01, 2019
Best sales book I have read in 30 years
Times have changed and buyers have too. This book walks the reader through the different stages and commitments of a major sale. Picks up where SPIN Selling left off. A must read!
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