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The Lost Art of Closing
- Winning the Ten Commitments That Drive Sales
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 9 mins
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Publisher's summary
"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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Master the skills you can’t learn in a classroom. You can break into today’s cutting-edge sales force - and become a leader. All it takes is learning Stephan Schiffman’s essential skills. Honed to perfection over decades of experience, his techniques will make you a top sales performer. From the man who’s trained more than a half-million salespeople, these are the secrets you won’t learn in any classroom. Now they’re yours for the taking and will put you on the fast track to career advancement.
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Great Sales book!!!
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Agile Selling
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Powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. Their livelihoods depend on getting up to speed quickly; their bosses have no patience for delayed results
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Practical and insightful
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How Did That Happen?
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Drawing on case studies, many from client companies, the authors show how to establish clear expectations and manage the unmet expectations that inevitably occur. And they offer a positive, principled way that engages hearts and minds. This book can help people at every level---from senior executives to front-line workers---enjoy greater productivity, profitability, and job satisfaction.
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HELP - How Can I Get The Lost Hours Back ?
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- Narrated by: Michael Ferreri
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Noted sales trainer Stephan Schiffman, the famous master of cold calls and sales techniques, provides bite-sized tips on correcting common sales problems, using the same nuggets-of-advice format as in many of his other books!
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Distilled value.
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The Six Secrets of Raising Capital
- An Insider's Guide for Entrepreneurs
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- Narrated by: Allan Robertson
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Based on Bill Fisher's three-day seminars that regularly sell out all over the world, this audiobook offers the kind of capital-raising street smarts no entrepreneur can do without. As a banker in Silicon Valley in the '80s and a businessman who founded a number of successful companies beginning in the '90s, Fisher has seen firsthand the kind of rookie mistakes aspiring entrepreneurs make that end up stopping them before they have a chance to get started.
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excellent
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By: Bill Fisher
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Sales Leadership
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What if you can successfully coach anyone in 15, five, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do other's work, create dependency, and nourish the seed of mediocrity.
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Link to collateral mentioned in the book was dead
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Necessary Endings
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While endings are a natural part of business and life, we often experience them with a sense of hesitation, sadness, resignation, or regret. But consultant, psychologist, and bestselling author Dr. Henry Cloud sees endings differently. He argues that our personal and professional lives can only improve to the degree that we can see endings as a necessary and strategic step to something better.
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A Good One
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Not confident with your negotiating skills? This book will cure you! A must-have for any small business owner, The Pocket Small Business Owner’s Guide to Negotiating is full of helpful tips and strategies for getting what you want without alienating your clients and suppliers. You will learn to analyze your wants, needs, advantages, and disadvantages going in, maintain your resolve, and see the negotiation through to a successful end. Topics include position bargaining, contracts, purchases, conflict resolution, and more.
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Great book
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As director of the renowned Wharton Executive Negotiation Workshop, Professor G. Richard Shell has taught thousands of business leaders, administrators, and other professionals how to survive and thrive in the sometimes rough-and-tumble world of negotiation. His systematic, step-by-step approach comes to life in this book, which is available in over ten foreign editions and combines lively storytelling, proven tactics, and reliable insights gleaned from the latest negotiation research.
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Loaded with practical strategies, real scenarios
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Whether you're a financial services expert or novice, you understand the business. You've worked hard to gain your product knowledge. You study industry trends. But do you know how to talk to clients so they'll listen? The How to Master the Art of Selling Financial Services live audio seminar shows you how to gain the trust of others quickly and get them to like you, take your advice, and become long-term clients, which is the foundation for every successful business.
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better stuff for free on YouTube from
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Strategize to WIN
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The Wall Street powerhouse and author of Expect to Win offers a new way to conceptualize career strategies and gives us proven tools for successful change. Whether we're starting out, striving toward a promotion, or looking for a new opportunity, the working world isn’t what it used to be. Wall Street veteran Carla Harris knows this, and in Strategize to Win she gives listeners the tools they need to get started.
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The advice gets stronger with each chapter!!
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The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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Effective Approach to EQ Sales Mastery
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What listeners say about The Lost Art of Closing
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Andrey Norin
- 04-13-18
gems buried in fluff
For a book that's billed as the actionable follow up to SPIN Selling, this book suffers from the same affliction that's the bane of the majority of business books out there - Longitis.
I don't know what the first few hours of this book were about. However, in Chapter 6 ( Securing The Commitment to Change), the author started dropping bombs. Gem upon gem.
I had to rewind and take notes on phrasing and question types. It's very good stuff, but the book should have been edited down to 1/3rd the size.
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12 people found this helpful
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- Ron Tester
- 12-20-17
Buy it. Read it. Use it.
I read sales books obsessively. Many are terrible. Iannarino’s first book was stellar and this one is equally informative and useful. Read and/or listen and use it to sell more and sell better. Unless you’re in my industry. If so, just move along. Nothing to see here.
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4 people found this helpful
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- Mabenapes
- 03-22-18
Okay
Some good language advice in here although all language is very dry and to the point. Works with some people but majority of people aren’t as logical as this book assumes. I wish the art of closing didn’t talk about business to business closing for the majority of the book, rather the art of closing in general.
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3 people found this helpful
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- Amazon Customer
- 02-05-18
Misleading title
There was little to no information on “closing”, I would not recommend this book to someone who is looking for new information on the subject of fakes closing.
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3 people found this helpful
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- Amazon Customer
- 11-29-18
Best sales book ever
I’ve been in sales for over 20 years and I can’t remember another book that has had as much impact as this one has had.
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- Amazon Customer
- 12-08-17
Long term relationships
Just listened to this after reading Anthony’s other book “The Only Sales Guide You’ll Ever Need”. It’s clear and to the point with many examples along the way of how to use his techniques. I like that he focuses on building the long term relationships as a trusted advisor to the client instead of the quick sale.
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- Joe Ferguson
- 10-21-18
Great Sequel To The First
If you read his first book “ The Only Sales Guide You’ll Ever Need” then you definitely need to read this book. Anthony goes deep into the psychology behind each commitment from the buyers perspective and why it’s your job to ask and gain each commitment in your sales journey. This book like his first one is not about closing transactional sales. This book suits well for medium to long range sales cycles in a very competitive market. It’s also worth noting that Anthony upped his reading tonality which was a big improvement from his first book. Will be buying his next book.
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- Mauricio Sauerbrey
- 05-03-18
Always Be Closing!
I found this book very insightful with a great methodology to increase sales by selling WITH your customers one commitment at a time. A must read for sales professionals.
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- Josh D Vick
- 04-26-18
Framework or process
Anthony presents a clear process and framework for improving your sakes outcomes. Apply this and you win. I already have begun and have seen better results.
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- Shootion3
- 02-02-18
Legend
Great book!!! Well laid out easy read with wisdom to help any sales professional at any level. Great job Anthony!!
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