06/19/2017
Iannarino (The Only Sales Guide You’ll Ever Need) devotes this energetic guide to mapping a softer, gentler path to effective selling for B2B salespeople. As he reminds readers, salespeople have traditionally focused on the aggressive “final ask” as the hardest part of selling and the technique most worth honing. However, over the last 20 years, sales techniques have shifted—online shopping has empowered consumers and they have become much less receptive to aggressive closing tactics. Iannarino believes that salespeople have gone too far in the opposite direction, passively waiting for customers to make a decision. Seeking to help sales professionals avoid this pitfall, he breaks down the selling process into its component parts, and rather than depending on a single ask, suggests working to gain a series of 10 commitments which guide the process through to a sale: “commit to change,” “commit to building consensus,” “commit to decide,” etc. The breakdown of tactics—“use natural language,” “stop treating concerns as objections,” and so on—is helpful, as is the author’s focus on the customer’s needs, rather than on earning a commission. Iannarino is very much a character in his own book, and readers who can get past the cocky tone will find solid advice within. (Aug.)
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.
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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.
The Lost Art of Closing: Winning the Ten Commitments That Drive Sales
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.
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.
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Product Details
| BN ID: | 2940172393266 |
|---|---|
| Publisher: | Ascent Audio |
| Publication date: | 11/16/2017 |
| Edition description: | Unabridged |
| Sales rank: | 894,446 |
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