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The Lost Art of Closing: Winning the Ten Commitments That Drive Sales Hardcover – August 8, 2017
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"In the footsteps of greats like Brian Tracy, Zig Ziglar, Jim Rohn, and Tom Hopkins, Iannarino has delivered a masterpiece for our age and a classic that will teach generations to come to achieve greatness."
—JEB BLOUNT, author of Fanatical Prospecting and Sales EQ
"The Lost Art of Closing belongs on the shelf of every sales professional in every industry."
—DANIEL H. PINK, author of To Sell Is Human and Drive
“Iannarino blows apart the long-held beliefs about what it means to close by showing you that closing happens at each step of the sale. This is a book you’ll not just read but one you’ll be using to rebuild your sales process.”
—MARK HUNTER, “The Sales Hunter,” author of High-Profit Prospecting
"This is the best content I've read on closing. My number one go-to sales guru Anthony Iannarino shows sellers exactly how to gain the commitments they need at each stage of the sales process... with language they can actually use to advance sales opportunities."
—MIKE WEINBERG, author of New Sales. Simplified. and Sales Management. Simplified.
"What you have been taught about closing is no longer going to help you win deals. You need to think and act differently. The ten commitments explained in THe Lost Art of Closing are necessary and will provide you with a blueprint for winning your dream clients now."
—ALICE HEIMAN, sales strategist
"Too often your focus as a salespeerson is on 'getting the order'. In the process, you forget to guide the customer on their buying journey, derailing yourself and eroding the value you create for them. The Lost Art of Closing is an indispensable roadmap for using commitments to stay on that journey with the customer, keeping you and your client in lockstep through a successful close."
—DAVID A. BROCK, author of Sales Manager Survival Guide
About the Author
Anthony Iannarino is the bestselling author of The Only Sales Guide You’ll Ever Need and the founder of The Sales Blog, which draws more than 50,000 readers every month. 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. He lives with his family in Westerville, Ohio.
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Top customer reviews
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I have extensive notes on every book I've read over the past 25 years of selling and leading people. After a while, one begins to believe that one knows all that can be known about a subject.... especially after reading... 371.... books.
One would be very wrong about this false belief.
I now direct my words to Anthony Iannarino.
This is a masterpiece in the field of selling. A beautiful, wonderful, direct, refined and elegant masterpiece. I see the very Deep Work the author put into this book... the hours of contemplation, composition, editing, rewriting and refining.
Anthony, thank you for making my mindset, my sales process and my world a better place. Congratulations. You've achieved something few authors in this field will ever achieve.... Greatness.
Mr. Iannarino - Thank you for putting this together. Your work is genuinely appreciated.
Anthony knows his stuff. In simple terms “he’s legit” and this book is on point.
I fear, a little, that people who are not familiar with Anthony Iannarino's blog, The Sales Blog, might misinterpret the book's title as a repackaging of the old tired and worn closes sales pros learned in the 70s and 80s.
May I assure you that The Lost Art of Closing is no such thing. It is a reframing of what it means to "close" in each step of the sales process.
The problem with many salespeople today is an unwillingness to ask for a commitment from their potential clients. Part of the reason for this is fear. But part of it is because they haven't created enough value to earn the next commitment in the sales process.
This book helps you develop a sales process based on creating enough value and the right kind of value for your prospect so that you can naturally and confidently ask for the commitment to the next step.
I highly recommend not only this book but that you subscribe to his blog.