The Lost Art of Closing: Winning the Ten Commitments That Drive Sales
“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.\
Praise for The Lost Art of Closing: Winning the Ten Commitments That Drive Sales
"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