The Lost Art of Closing – Anthony Iannarino
The Lost Art of Closing – Winning the Ten Commitments That Drive Sales .
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 easiestparts 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.
“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
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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