The Lost Art of Closing

Winning the Ten Commitments That Drive Sales
eAudio - unabridged
Audio (5.15 hours)
Product Number: Z100137257
Released: Feb 22, 2018
Business Term: Purchase
ISBN: #9781469008288
Narrator/s: Anthony Iannarino
Publisher: Gildan Media, Inc
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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.

Author(s): Anthony Iannarino
Original Publish Date: Nov 16, 2017

This title is part of (or scheduled to be part of) the following subscriptions:

RBdigital Unlimited Access Audio Subscription
RBdigital Corporate Business and Wellness Collection
RBdigital Unlimited Canada Audio Subscription
RBdigital Audio Curriculum for Higher Education - Platinum Collection

All formats/editions

Author(s): Anthony Iannarino
Product Number EB00691809
Released: Aug 08, 2017
Business Term: 2 Year
Publisher: Portfolio
ISBN: #9780735211704

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