{"product_id":"9780735211698","title":"The Lost Art of Closing: Winning the Ten Commitments That Drive Sales","description":"\u003ctable\u003e\u003ctbody\u003e\n\u003ctr\u003e\n\u003ctd style=\"\"\u003e\u003cstrong\u003eAuthor\/Contributor(s):\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"\"\u003eIannarino, Anthony\u003cbr\u003e\n\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"\"\u003e\u003cstrong\u003ePublisher:\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd\u003ePortfolio\u003cbr\u003e\n\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"\"\u003e\u003cstrong\u003eDate:\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd\u003e8\/8\/2017\u003cbr\u003e\n\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"\"\u003e\u003cstrong\u003eBinding:\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"\"\u003eHardcover\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr\u003e\n\u003ctd style=\"\"\u003e\u003cstrong\u003eCondition:\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"\"\u003eNEW\u003cbr\u003e\n\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\u003c\/table\u003e\u003cb\u003e“Always be closing!” —\u003ci\u003eGlengarry Glen Ross\u003c\/i\u003e, 1992\u003c\/b\u003e\u003cbr\u003e\u003cb\u003e “Never Be Closing!” —a sales book title, 2014\u003c\/b\u003e\u003cbr\u003e\u003cb\u003e “?????” —salespeople everywhere, 2017\u003cbr\u003e\u003c\/b\u003e\u003cbr\u003eFor 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. \u003cbr\u003e  \u003cbr\u003e 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.\u003cbr\u003e  \u003cbr\u003e Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In \u003ci\u003eThe Lost Art of Closing\u003c\/i\u003e, he proves that the final commitment can actually be one of the \u003ci\u003eeasiest\u003c\/i\u003e 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.\u003cbr\u003e  \u003cbr\u003e Iannarino addressed this in a chapter of \u003ci\u003eThe Only Sales Guide You’ll Ever Need—\u003c\/i\u003ewhich 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. \u003ci\u003eThe Lost Art of Closing \u003c\/i\u003ewill help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to:\u003cbr\u003e\u003cbr\u003e·  Compete on value, not price, by securing a \u003cb\u003eCommitment to Invest\u003c\/b\u003e early in the process.\u003cbr\u003e  \u003cbr\u003e ·  Ask for a \u003cb\u003eCommitment to Build Consensus\u003c\/b\u003e within the client’s organization, ensuring that your solution has early buy-in from all stakeholders.\u003cbr\u003e  \u003cbr\u003e ·  Prevent the possibility of the sale falling through at the last minute by proactively securing a \u003cb\u003eCommitment to Resolve Concerns.\u003cbr\u003e\u003cbr\u003e\u003c\/b\u003e\u003ci\u003eThe Lost Art of Closing \u003c\/i\u003ewill forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\\","brand":"Portfolio","offers":[{"title":"Default Title","offer_id":43381599764735,"sku":"9780735211698","price":31.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0452\/0886\/2873\/files\/9780735211698_s600x595.jpg?v=1775586835","url":"https:\/\/massivebookshop.com\/de\/products\/9780735211698","provider":"MASSIVE BOOKSHOP","version":"1.0","type":"link"}