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The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

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"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 tac "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.\


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"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 tac "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.\

30 review for The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

  1. 4 out of 5

    Bakunin

    Good book to read for the those interested in how to sell in the 21st century where focus on other people is key to thriving.

  2. 5 out of 5

    Scott Wozniak

    This was another good sales book that approached selling as a way of helping your clients solve their problems (not pushing them), with practical tools and even sample conversations, including ideas on how to customize what you offer to better serve your clients' real needs. Core idea of the book: There isn't a single closing moment. Don't push to do it all at once. Instead, closing is a phase. And you get to a close (final sale) by asking for a commitment to take one more step. And after a serie This was another good sales book that approached selling as a way of helping your clients solve their problems (not pushing them), with practical tools and even sample conversations, including ideas on how to customize what you offer to better serve your clients' real needs. Core idea of the book: There isn't a single closing moment. Don't push to do it all at once. Instead, closing is a phase. And you get to a close (final sale) by asking for a commitment to take one more step. And after a series of steps you end up at a sale. Biggest idea of the book: you get them to say yes to each step in the process by offering them something valuable to them each time. They get more value from you each time, from the opening conversation where you teach them about the industry (not about you) to the final stages when you're helping them anticipate challenges in implementation so you can better partner with them. So, when it's done well, it's not a favor to you to say yes to the next step, because the next step is something that helps them.

  3. 5 out of 5

    Dillon

    I haven't read many sales books, but of those I have read this has far surpassed them. Such an innovative view on how to work with your prospective clients and help guide them to a solution beneficial to your business and theirs. If you're looking to get into sales, improve your current sales, or effectively manage a sales team, then this book is what you need. Very much looking forward to reading Anthony Iannarino's previous book now, knowing this is what he has to offer. I haven't read many sales books, but of those I have read this has far surpassed them. Such an innovative view on how to work with your prospective clients and help guide them to a solution beneficial to your business and theirs. If you're looking to get into sales, improve your current sales, or effectively manage a sales team, then this book is what you need. Very much looking forward to reading Anthony Iannarino's previous book now, knowing this is what he has to offer.

  4. 4 out of 5

    Blake

    Good content, a lot of granular material that any decent salesperson already implements on some level, but it's nice to have it laid out into a sequential process. Good book for refreshing/refining your sales process. Good content, a lot of granular material that any decent salesperson already implements on some level, but it's nice to have it laid out into a sequential process. Good book for refreshing/refining your sales process.

  5. 4 out of 5

    Daniel Henderson

    Excellent. I will be working to implement the process into my sales funnel. These 10 commitments not only drive sales, but drive impact! Which is exactly what I am after.

  6. 4 out of 5

    Fabrizio Stucchi

    More than a step by step guide trough opportunity management, I found this book like a manifesto about the sales profession nowadays. Recommended read.

  7. 4 out of 5

    Dan

    The lost art of closing and winning the commitments from people I really enjoyed reading this book as it has helped me to understand, the 10 commitments better,this book has helpful tips and techniques on closing..it has expanded my knowledge This book gives you a fresh look how you can win those commitments and people's business, and understanding the process to help you drive those sales..what I have learnt is that we sales people have to drive change for the people who want to change and for a The lost art of closing and winning the commitments from people I really enjoyed reading this book as it has helped me to understand, the 10 commitments better,this book has helpful tips and techniques on closing..it has expanded my knowledge This book gives you a fresh look how you can win those commitments and people's business, and understanding the process to help you drive those sales..what I have learnt is that we sales people have to drive change for the people who want to change and for a better future. I have listened to a lot of audios about sales, it all comes down change and what people want. Getting to understand there concerns..I have started to use the wording and got results from it..Go buy the book if you want results, it about addressing people's problems to win their business, because I now find it a lot easier to get people to commit on simple action Not only this book will help you understand a lot with helping you get sales, you must take the step of taking action take the next step and buy the book to win those commitments and sales, by building strong business relationships. Did you find this helpful?

  8. 4 out of 5

    Steve Bullington

    The first book on sales I was ever told to read was Zig Ziglar's Secrets of Closing the Sale. This book showed you 100 different tricks and techniques you could use "to close" a sale. I just finished Anthony Iannarino's The Lost Art of Closing and I could not recommend it more highly for sales professionals and leaders who want to focus on working "with" customers to achieve the outcomes that are important to their organization. For sales leaders, I especially appreciate Anthony's chapter on how The first book on sales I was ever told to read was Zig Ziglar's Secrets of Closing the Sale. This book showed you 100 different tricks and techniques you could use "to close" a sale. I just finished Anthony Iannarino's The Lost Art of Closing and I could not recommend it more highly for sales professionals and leaders who want to focus on working "with" customers to achieve the outcomes that are important to their organization. For sales leaders, I especially appreciate Anthony's chapter on how to coach your team on gaining the commitments that help clients navigate their buying journey. Every business author would benefit their readers by including a chapter like this. Sales had changed over the course of my 30+ year career and as Anthony says sales is not something you do to people it's something you do for and with people. Anthony wrote this for and with you in his mind and heart.

  9. 4 out of 5

    Sunny

    Some good takeaways. Out of the 10 big ideas, more than half are applicable (at least) for me. A couple of them are maybe for bigger/corporate scenarios, or maybe I just didn't find the relevance. Some of the suggestions on calls work great, especially if you are looking to get into the door or secure a meeting for anything. Maybe I need to re-read this after a few weeks once I have had a chance to implement the rest of it. Overall - Quite good!! Some good takeaways. Out of the 10 big ideas, more than half are applicable (at least) for me. A couple of them are maybe for bigger/corporate scenarios, or maybe I just didn't find the relevance. Some of the suggestions on calls work great, especially if you are looking to get into the door or secure a meeting for anything. Maybe I need to re-read this after a few weeks once I have had a chance to implement the rest of it. Overall - Quite good!!

  10. 4 out of 5

    James Barr

    A thoughtful book on the whole sales process—one that leads to the prospective client’s Commitment to Decide on doing business with you. I especially like the way Anthony stresses that “fast is slow” and “slow is fast” when dealing with people and moving through the sales process. I highly recommend this book to people who want a solid career in sales today.

  11. 4 out of 5

    Jose Escobar

    I thought this was an overall good read when it comes to developing sales skills. The only thing that I was not a fan of is the fact that all the sales strategies/scripts were tailored more for corporate sales instead of personal one on one sales. I can just adjust and tweak it to be more personal but not quite what I was expecting.

  12. 4 out of 5

    Vasyl Pasternak

    This book resonates with my opinion on how sales should be organized. Also it contains a lot of tools how to organize sales and how to communicate different issues to client/prospect

  13. 4 out of 5

    Vilnis Auzāns

    One of the best books on selling ever gone through. Recomend this.

  14. 4 out of 5

    Mark Manderson

    Decent read with the 10 commitments and what is needed to build relationships in order to meet your dream clients needs.

  15. 4 out of 5

    Luke Smith

    Not reinventing the wheel here but Iannarino gives a great intro to customer focused selling with a solid structure on building rapport, trust and setting expectations. All crucial aspects in sales.

  16. 4 out of 5

    GUSTAVO SANCHEZ GALARZA

    Delighted with this approach for helping my customers to succeed Must have book for every sales person and manager as shows the right way of selling in these days. Excellent.

  17. 5 out of 5

    Con

    Good read Im looking forward to seeing how I can apply the material learned in this book to my chosen field of sales. Thank you.

  18. 4 out of 5

    David West

    Lots of wisdom in this one for people in sales. Sales isn't something we do to someone, but with them and for them. Lots of wisdom in this one for people in sales. Sales isn't something we do to someone, but with them and for them.

  19. 5 out of 5

    David

    Great book! If you are in sales then this is the book you need to read and share with your team! Amazing!

  20. 5 out of 5

    Andrey

    As a solution architect this book helped me to figure out how to help our sales to sell IT services more efficient. The book describes the process with practical examples.

  21. 5 out of 5

    Ethan Mackey

    Most impactful sales book I've read in years. Most impactful sales book I've read in years.

  22. 4 out of 5

    Louise

    I really like the angle that Anthony Iannarino takes in this book. Fundamentally, he sees (and writes) that sales is something you do WITH people and FOR people, not TO people. From this stems his ten commitments: ten steps to win sales. With practical advice and example wording, this is a great guide to become the trusted advisor and consultant salesperson that many people are looking for. Recommended read!

  23. 4 out of 5

    Ben Merton

    This is a useful take on how to think about and approach complex selling. I would highly recommend it to anyone who is either building a B2B sales organisation or who wants to improve an existing one. It’s unlikely you won’t already have at least some of the ‘micro-objectives’ in your existing or planned sales process, but this book can help fill in the inevitable gaps and helps you to establish definitions and build consensus with your team.

  24. 4 out of 5

    Brad Lockey

    Chapter 4 - The Commitment for Time is the most important chapter of sales ... period. If you feel like you're ever selling for YOU as the salesperson, stop. Sales is something you do to solve a customer's problem; not something you ever DO to a client. I can most definitely see myself re-reading this in the future. Chapter 4 - The Commitment for Time is the most important chapter of sales ... period. If you feel like you're ever selling for YOU as the salesperson, stop. Sales is something you do to solve a customer's problem; not something you ever DO to a client. I can most definitely see myself re-reading this in the future.

  25. 4 out of 5

    Cole Hession

    Anthony has written one of the best sales books I have ever read. Very clear and concise commitments to gain from prospects. As well as very good examples of what each of those commitment looks like. I highly recommend this book to anyone who deals with any kind of sales or pitching of any kind. Could not say enough good things about this book and how it has effected the way I do my job.

  26. 4 out of 5

    Aarif Billah

    I would rate the book at 7/10★ . Great reading material for salesman, network marketing agent or any aspiring businessman. Anthony Iannarino believes that many salespeople have no practical knowledge of how to make productive conversations with clients. It is kind of odd since the salesperson words can either make or break the sale. . I used to be able to close a tremendous amount of sales per day selling products (electronics, gadgets and computers) which I trust and personally used. But were ho I would rate the book at 7/10★ . Great reading material for salesman, network marketing agent or any aspiring businessman. Anthony Iannarino believes that many salespeople have no practical knowledge of how to make productive conversations with clients. It is kind of odd since the salesperson words can either make or break the sale. . I used to be able to close a tremendous amount of sales per day selling products (electronics, gadgets and computers) which I trust and personally used. But were horrendously terrible at selling stuff which I didn't use or even confident it. I believe it is a part of lessons to learn and still being learnt. So, it seems that the seller confidence is monumental in closing a deal. . 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 outlines his well-developed closing strategies, provides numerous field-tested conversational nuggets salespeople can use to encourage clients to sign up. Although, try not to look like you're reading a script. That would definitely put people off. . source : https://aarifbillah.com/book-review-t...

  27. 5 out of 5

    Alex Rosenfeld

    Extremely useful sales book for the modern salesperson. It's a quick read, but definitely one to study upon completion. This book will make you think harder about not just what you do during the sales process, but how you do it, and why. Extremely useful sales book for the modern salesperson. It's a quick read, but definitely one to study upon completion. This book will make you think harder about not just what you do during the sales process, but how you do it, and why.

  28. 4 out of 5

    Rajat Jain

    We are all in sales whether we agree or not. Everyday tasks, every day conversation either with family, job, business, any non-verbal agreement as well. Must read!

  29. 5 out of 5

    Heather Patrek

    Excellent book in the sales process. Clearly defines each step.

  30. 5 out of 5

    George Davidson

    Much needed re-envisioning of closing for modern day B2B sales.

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