The Lost Art of Closing Winning the Ten Commitments

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

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Anthony Iannarino is an international keynote speaker and workshop facilitator, sales leader, and sought subsequently sales motorbus. He blogs daily at www.thesalesblog.com. And he is the author of The Only Sales Guide You'll E'er Need.

He speaks to sales organizations nationwide and teaches role time at Capital University's School of Management and Leadership in Columbus, Ohio.

He's also an alumnus of Capital where he earned an undergraduate degree and a law degree.

The Host'southward Perspective:

The author explains that the skills of sales have gone through three major periods: From the offset of time or at to the lowest degree when people started trading, you needed to know how to prospect, present, and close.  You lot however need to know how to do that.

Equally  the world moved into the Industrial Age, new skills were required, like differentiating your offering, diagnosing your clients needs, and negotiating. Those skills are besides yet required.

And in this post-industrial historic period, additional new skills are required such as business acumen, change direction, and leadership considering in big, complex, business-to-business sales, it's not enough to offering a client a adept product or service and so walk abroad. Many times you lot are asking that they modify their way of doing something, and change is ever hard.

Historically, books on closing take started with a premise that the final inquire was the most hard part of selling. Closing the deal was believed to exist the almost of import and challenging part of selling.

Every salesperson worth his salt had a copy of Zig Ziglar's Secrets of Closing the Sale and Tom Hopkins How to Master the Art of Selling , both of which subscribe to this idea, but today nosotros alive in different times that call for a different approach.

The very thought of closing has changed so much that nothing that has been written before takes the new realities of sales and selling into account. The very word "closing" now signifies only one of the many commitments you need to gain to create and win new opportunities.

Correct at present, a lot of people are giving salespeople the advice that they should never be closing, when in fact y'all now need to gain at least 10 commitments throughout your sales procedure.That's what this book is all about.

The 10 commitments outlined in The Lost Fine art of Endmost are those required to help your clients change and produce better outcomes. The very best sales people today – those who will continue to exist in demand in the time to come – are those who know how to create a compelling case for modify and atomic number 82 their clients through that process.

And this is going to affair more than and more as we move into a future of accelerating  disruptive change.

After reading this book you'll come to empathise an thought that is key to closing sales in this post-industrial era: Sales is non something you practise to someone. It'southward something you lot do for someone and with someone.

Mind to the Interview:

Show Notes

The Lost Art of Closing: Winning the Ten Commitments That Drive Salesby Anthony Iannarino

SPIN Selling by Neil Rackham

Scale: The Universal Laws of Growth, Innovation, Sustainability, and the Pace of Life in Organisms, Cities, Economies, and Companies past Geoffrey West

Anthony Iannarino's Website (TheSalesBlog.com)



Anthony Iannarino and Douglas Burdett

Anthony Iannarino and Douglas Burdett at the get-go ever Outbound Conference , Atlanta, Georgia


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Douglas Burdett

The Principal and Founder of Artillery, Douglas Burdett is a former artillery officeholder and Madison Artery ad man. He too hosts The Marketing Volume Podcast, where he interviews authors every calendar week well-nigh the latest in modern marketing and sales.

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Source: https://www.salesartillery.com/marketing-book-podcast/lost-art-closing-anthony-iannarino

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