“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.\
|Publisher:||Penguin Publishing Group|
|Product dimensions:||5.90(w) x 9.10(h) x 1.00(d)|
About the Author
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Excerpted from "The Lost Art of Closing"
Copyright © 2017 Anthony Iannarino.
Excerpted by permission of Penguin Publishing Group.
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Table of Contents
Foreword Brent Adamson Nicholas Toman ix
Prologue: A Sort of Apology to the Reader xiii
Chapter 1 A New Philosophy of Commitment Gaining 17
Chapter 2 Control the Commitments and Control the Process 27
Chapter 3 Trading Value 41
Chapter 4 The Commitment for Time 51
Chapter 5 The Commitment to Explore 65
Chapter 6 The Commitment to Change 81
Chapter 7 The Commitment to Collaborate 93
Chapter 8 The Commitment to Build Consensus 103
Chapter 9 The Commitment to Invest 115
Chapter 10 The Commitment to Review 129
Chapter 11 The Commitment to Resolve Concerns 139
Chapter 12 The Commitment to Decide 153
Chapter 13 The Commitment to Execute 165
Chapter 14 Guidelines for Closing 175
Chapter 15 Transformational Conversations and Fearing the Wrong Dangers 187
Chapter 16 Managing Commitments 197
Chapter 17 In closing 207
With Gratitude 215