The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

by Anthony Iannarino


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Product Details

ISBN-13: 9780735211698
Publisher: Penguin Publishing Group
Publication date: 08/08/2017
Pages: 240
Sales rank: 309,880
Product dimensions: 5.90(w) x 9.10(h) x 1.00(d)

About the Author

Anthony Iannarino is the bestselling author of The Only Sales Guide You’ll Ever Need and 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.

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Chapter 1

Excerpted from "The Lost Art of Closing"
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Copyright © 2017 Anthony Iannarino.
Excerpted by permission of Penguin Publishing Group.
All rights reserved. No part of this excerpt may be reproduced or reprinted without permission in writing from the publisher.
Excerpts are provided by Dial-A-Book Inc. solely for the personal use of visitors to this web site.

Table of Contents

Foreword Brent Adamson Nicholas Toman ix

Prologue: A Sort of Apology to the Reader xiii

Introduction 1

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

Index 217

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