The Lost Art Of Closing by Anthony Iannarino

The Lost Art Of Closing by Anthony Iannarino

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.

Anthony Iannarino is a sales leader, an international speaker, and an author. His popular blog has an average of 50,000 monthly visitors. He oversees a high-performing sales team, speaks to sales organizations across the country, and teaches part-time at the Capital School of Management and Leadership at Capital University. In Westerville, Ohio, he lives with his family.

SKU	Unavailable
ISBN 13	9780735211698
ISBN 10	0735211698
Title	The Lost Art Of Closing
Author	Anthony Iannarino
Condition	Unavailable
Binding Type	Hardback
Publisher	Prentice Hall Press
Year published	2017-08-08
Number of pages	240
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.