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Publisher's Summary

"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.

©2017 Anthony Iannarino (P)2017 Gildan Media LLC

What listeners say about The Lost Art of Closing

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gems buried in fluff

For a book that's billed as the actionable follow up to SPIN Selling, this book suffers from the same affliction that's the bane of the majority of business books out there - Longitis.

I don't know what the first few hours of this book were about. However, in Chapter 6 ( Securing The Commitment to Change), the author started dropping bombs. Gem upon gem.

I had to rewind and take notes on phrasing and question types. It's very good stuff, but the book should have been edited down to 1/3rd the size.

11 people found this helpful

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Best sales book ever

I’ve been in sales for over 20 years and I can’t remember another book that has had as much impact as this one has had.

2 people found this helpful

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Buy it. Read it. Use it.

I read sales books obsessively. Many are terrible. Iannarino’s first book was stellar and this one is equally informative and useful. Read and/or listen and use it to sell more and sell better. Unless you’re in my industry. If so, just move along. Nothing to see here.

4 people found this helpful

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Great Sequel To The First

If you read his first book “ The Only Sales Guide You’ll Ever Need” then you definitely need to read this book. Anthony goes deep into the psychology behind each commitment from the buyers perspective and why it’s your job to ask and gain each commitment in your sales journey. This book like his first one is not about closing transactional sales. This book suits well for medium to long range sales cycles in a very competitive market. It’s also worth noting that Anthony upped his reading tonality which was a big improvement from his first book. Will be buying his next book.

1 person found this helpful

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Okay

Some good language advice in here although all language is very dry and to the point. Works with some people but majority of people aren’t as logical as this book assumes. I wish the art of closing didn’t talk about business to business closing for the majority of the book, rather the art of closing in general.

3 people found this helpful

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Long term relationships

Just listened to this after reading Anthony’s other book “The Only Sales Guide You’ll Ever Need”. It’s clear and to the point with many examples along the way of how to use his techniques. I like that he focuses on building the long term relationships as a trusted advisor to the client instead of the quick sale.

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The only real sales trainer out there

The best sales book I've come across next to SPIN Selling. Anthony helps break down what sales is truly about, without the self-serving behavior that pushes people away and alienates you from helping people and being rewarded based on your contribution.

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The real answers while deals stall and fail

If you ever wondered why your deals have stalled and failed then this book is worth every minute. If you want to know how to unstick and lower the likelihood of getting stuck then you will listen to this book at least twice.

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So glad I listened to it.

The author does a great job of putting you deeper in the mind of your prospects with an actionable process to get you to the close.

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very useful and down to earth

enjoyed the book from beginning to end . highly recommended!! worth the time and knowledge!