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Anthony Iannarino
The Lost Art of Closing
Gain the confidence to close more deals by mastering a modern sales approach built on trust, value, and timely commitments.
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Core Biz Category:
Sales
Growth Category:
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What's You Learn?
Great salespeople guide buyers through necessary commitments, not manipulate them into yes – The Lost Art of Closing by Anthony Iannarino proves modern selling requires collaboration over coercion. This comprehensive Lost Art of Closing summary and key takeaways reveal: • Ten Commitments Framework - Guide buyers through micro-agreements from time to discovery to decision • Trading Value for Commitments - Earn the right to advance by creating insights worth your prospect's time • Consensus Building - Navigate complex stakeholder dynamics in modern B2B purchasing committees • Fear-Based Objections - Address underlying concerns about change rather than surface-level resistance What most summaries miss: Iannarino's "commitment ratio" shows why 57% of deals stall—sellers skip crucial middle commitments. Transform your Click.Apply.Grow™ approach: Map your buyer's journey tomorrow. Identify which commitments you typically skip. Practice asking for time before pitching solutions. Sales professionals using this methodology close deals 43% faster with higher win rates. Help them buy. Don't sell.
Strategies
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About the Author
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5
Strategies—Don't Just Read;
Apply
Aim at the Smallest Viable Audience
Create a Compelling Story
Offer Generosity First
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5
Strategies—Don't Just Read;
Apply
Aim at the Smallest Viable Audience
Create a Compelling Story
Offer Generosity First
No items found.
5
Strategies—Don't Just Read;
Apply
Aim at the Smallest Viable Audience
Create a Compelling Story
Offer Generosity First
No items found.
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