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ISBN 10: 0735211698
ISBN 13: 978-0735211698
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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.
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
Chapter 2: Control the Commitments and Control the Process
Chapter 3: Trading Value
Chapter 4: The Commitment for Time
Chapter 5: The Commitment to Explore
Chapter 6: The Commitment to Change
Chapter 7: The Commitment to Collaborate
Chapter 8: The Commitment to Build Consensus
Chapter 9: The Commitment to Invest
Chapter 10: The Commitment to Review
Chapter 11: The Commitment to Resolve Concerns
Chapter 12: The Commitment to Decide
Chapter 13: The Commitment to Execute
Chapter 14: Guidelines for Closing
Chapter 15: Transformational Conversations and Fearing the Wrong Dangers
Chapter 16: Managing Commitments
Chapter 17: In closing
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Anthony Iannarino,The Lost Art,Ten Commitments