Summary of The Lost Art of Closing
From THE LOST ART OF CLOSING by Anthony Iannarino
Summarized by arrangement with Portfolio, an imprint of Penguin Publishing Group, a division of Penguin Random House LLC.
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Sales impresario Anthony Iannarino believes many salespeople don’t know how to have productive conversations with clients, even though sellers’ words make or break sales. The typical salesperson might say, “What’s it going to take to get you to sign this contract?” In contrast, the salesperson could say, “Can you share your concerns with me so I can make sure this works for you?” This question focuses on the client’s needs and should result in useful information that leads to a sale. Iannarino’s bestseller, which outlines his well-developed closing strategies, provides numerous field-tested conversational nuggets salespeople can use to encourage clients to sign up. getAbstract recommends this manual to all B2B salespeople.
In this summary, you will learn
- How contradictory advice to “always be closing” and “never be closing” create problems for salespeople,
- How to deploy the “commitment-gaining” sales strategy, and
- What 10 commitments salespeople must gain to close sales.
About the Author
Anthony Iannarino founded The Sales Blog, which draws more than 50,000 readers monthly. He leads a sales team, speaks to sales organizations and teaches part time at the Capital University’s School of Management and Leadership.