The Lost Art of Closing by Anthony Iannarino

The Lost Art of Closing by Anthony Iannarino

Anthony does a real nice job going through a series of 'commitments' you need to get from the prospect in order to move the sales process along. When I first got the book, I figured it would be about closing at the very end of a sales process, but it starts from the beginning. For example, when you pick up the phone to call a prospect, your goal should essentially be to 'close' them on a commitment for their time to visit them for a initial meeting, another would be to 'close' a prospect on the commitment to collaborate.

I felt that this book, for me, really slowed things down and went in depth on what you should be going for when you are trying to gain the commitments it talks about. Too many times, a prospect picks up, their 'reactionary defense mechanisms' take over, in their mind, they almost feel like you are trying to snag the sale right there, on the spot without any regard for his or hers current situation. This book does an excellent job showing you the steps it's going to take to get to the point of landing the sale where both you and the customer know the decision is the right one, everyone is on board, and value has been exchanged. Going through the different commitments will leave nothing to 'chance' during the sales process and help you not lose out due to deals falling apart 'behind closed doors'

I highly recommend this book to new and veteran sales reps, excellent read!!!!

📌 Genre: Business, Marketing, Sales.

📚 সেলাই করা বাইন্ডিং

📖 Premium Quality Books.

➡️ Best Printing quality.

➡️ Eye Pleasing paper.

✅ Matt cover (Paperback).