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The Lost Art Of Closing (Hardcover)
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The Lost Art Of Closing (Hardcover)
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"Always be closing!" --Glengarry Glen Ross, 1992 "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.\
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