The Lost Art of Closing
In <em>The Lost Art of Closing</em>, Anthony Iannarino offers a new perspective on the closing phase of sales. He argues that closing can be straightforward if prior commitments are established throughout the purchase journey. By guiding customers through necessary steps, such as securing a commitment to invest and building consensus, salespeople can prevent sales stalls and achieve ultimate success. Iannarino challenges traditional closing tactics and provides readers with proven strategies and practical examples. His audiobook seeks to empower sales professionals with the skills to generate genuine change. Published in 2017 by Gildan Media, LLC.
The Lost Art of Closing: A New Approach to Sales
In the world of sales, the closing phase has long been considered the most crucial and challenging part of the process. Sales managers, coaches, and authors have dedicated countless hours to developing tactics and strategies to achieve successful closes. However, many of these tactics have often alienated customers and resulted in mixed or poor results. This has led to a generation of salespeople questioning the effectiveness of closing and searching for new approaches.
Anthony Iannarino, in his audiobook The Lost Art of Closing, presents a fresh perspective on closing that aligns with the technological and social realities of today. He argues that the final commitment can actually be one of the easiest parts of the sales process if the groundwork has been properly laid through prior commitments. Iannarino guides readers through a series of necessary steps designed to prevent a purchase stall and win customer commitment.
The Key to Successful Closing: Building Commitments
Iannarino emphasizes the importance of leading customers through a sequence of commitments before reaching the final close. He provides insights on how to secure commitments that serve as stepping stones along the purchase journey. These commitments include:
- Commitment to Invest: Instead of competing on price, Iannarino encourages salespeople to focus on demonstrating the value of their product or service early in the process. By securing a commitment to invest, salespeople ensure that the customer recognizes the worth of what they offer.
- Commitment to Build Consensus: In complex sales, it is crucial to gain buy-in from all stakeholders within a client's organization. Iannarino advises seeking a commitment to build consensus to ensure that all parties are aligned and supportive of the solution being offered.
- Commitment to Resolve Concerns: To prevent last-minute sales falling through, Iannarino suggests proactively securing a commitment to resolve any concerns or objections. This preemptive action mitigates potential barriers to closing the deal and increases the likelihood of success.
The Lost Art of Closing is a valuable resource for sales professionals seeking to revolutionize their approach to closing. By following Iannarino's proven tactics and examining real-world examples, readers can develop effective strategies that lead to tangible outcomes. This audiobook challenges traditional notions of closing and equips salespeople with the tools to achieve real change.
Anthony Iannarino wrote this audiobook, which was published by Gildan Media, LLC in 2017.
|The Lost Art of Closing
|Business & Careers
|Gildan Media, LLC