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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.

©2017 Anthony Iannarino (P)2017 Gildan Media LLC

What members say

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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.

4 of 5 people found this review helpful

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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.

1 of 1 people found this review helpful

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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.

1 of 1 people found this review helpful

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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.

2 of 3 people found this review helpful

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If you like hearing the term "Dream Client"

This audiobook is painful to listen to. Anthony Ianorinno has attempted to revolutionize the sales business by calling customers "Dream Clients." There is probably some good ideas here but, the author fails to engage with the listener. He sounds like a condescending prick instead of a coach. I picture myself punching him in the face every time he says "Dream Client." You can know every word tract in the world, but you need to pepper in some personality, humor, and humility to be effective and not drive yourself insane.

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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.

1 of 2 people found this review helpful

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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.

1 of 2 people found this review helpful

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just perfect for those involved in b2b sales

I would totally recommend this for all b2b sales people. His philosophy of sales is so enlightening and makes sales fun!

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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.

3 of 6 people found this review helpful

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Legend

Great book!!! Well laid out easy read with wisdom to help any sales professional at any level. Great job Anthony!!

1 of 2 people found this review helpful