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Closing the deal is the most crucial step in the sales process. Yet most salespeople are following outdated, incorrect, and harmful advice telling them to aggressively and forcefully go for the hard sell--or else to sell so softly that they are afraid to ask for any commitments at all! They've heard "Always Be Closing" and "Never Be Closing." But neither of those mantras are true in the complex sales landscape we have today. Closing now is all about building trust with your clients and moving them down the path of 10 commitments....all the way to the dotted line.
Iannarino argues that in a world with many competitors vying for the same clients and with clients who can do their own research, closing a sale is really about gaining commitments and doing all you can to build a relationship with your prospective client. In his rebuttal to conventional and disappointing "sales wisdom", Iannarino will teach readers to:
In a field rife with misperceptions about how to close a deal, Iannarino's book will be necessary reading for all sales people--to help them streamline the sales process and win more deals, faster.
Anthony Iannarino is the best-selling author of The Only Sales Guide You'll Ever Need, an international keynote speaker and workshop facilitator, sales leader, and sought after sales coach. He blogs daily at www.thesalesblog.com and produces a daily video blog at www.youtube.com/iannarino.
Copyright © 2017 Anthony Iannarino | All Rights Reserved