Overview

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. 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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9781469099712

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

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