What is the lost art of closing and how can mastering it help sales leaders like you? Imagine what it would do for you and your team to gain the insights and lessons of a seasoned leader in the sales industry. On this episode of #SellingWithSocial you’ll learn the tools you’ll need to master the lost art of closing from sales expert, Anthony Iannarino. Anthony is a highly respected international speaker, best-selling author, entrepreneur, and sales leader specializing in the complex business-to-business (B2B) sale. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results. Make sure you have your pen and paper ready for this powerful episode!
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The Lost Art of Closing
How can sales leaders unlock their potential and really connect with clients to close the sale? On this episode of #SellingWithSocial Anthony opens up about the tools he’s honed over years in the sales industry so leaders can discover the lost art of closing as he has. Often salespeople are brimming with confidence and so sure that they laid it all on the line to close the deal, but they might be missing something crucial. Anthony encourages sales managers to train their salespeople to start asking “How did we lose the client?” This line of thinking starts them down the path of really combing through their presentation. Did they really fire on all cylinders? Are they in the right mindset? You’ll get more valuable insights like this one from Anthony when you listen to this episode!
3 Commitments That Drive Sales
Busy sales leaders are anxious to put into practice key lessons and tips from proven industry leaders. Sometimes this means not having the time to sift through volumes of books for the nugget of truth you need to make that breakthrough in your strategy. On this episode of #SellingWithSocial, you’ll get a glimpse of some of the profitable lessons found in Anthony’s book “The Lost Art of Closing.” In our conversation, Anthony shares three commitments that he’s centered on in his years in sales that have made all the difference.
The commitment to change.
The commitment to invest.
The commitment to resolve concerns.
Anthony is convinced that if leaders like you can understand and get behind the principals he’s uncovered through these commitments, you’ll see a significant return on your investment. Don’t put it off, make sure to carve out the time to listen to this episode!
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Have a Backup Commitment Ready
Do you have a “Backup commitment” ready? One of the most important lessons that Anthony teaches his salespeople is to always have a backup commitment ready. What does that mean? If you want to truly master the art of closing, you’ve got to go in prepared for a fallback position. Let’s face it, not every sales meeting goes according to plan. Be prepared for that! Secure an alternative when you come up against roadblocks with your prospective client. Understand that there are legitimate reasons why the client can’t or won’t proceed with your offer at that point in time, but make sure you have a way to secure a follow-up or action step. Listen to this episode of #SellingWithSocial to hear Anthony expand on this topic!
How vital of a role does confidence play in the art of closing? What can a salesperson do to bolster or improve their confidence and their ability to project it during a sales presentation? On this episode of #SellingWithSocial, you’ll hear from Anthony as he walks through the impact that confidence or a lack thereof can have for the average salesperson. Anthony teachers that the projection of confidence comes not because your company is the biggest or because you’ve got a lot of the “right answers.” Confidence comes because you’ve done the work necessary to understand the client’s problem and helped them shape a vision of how they are going to get to the future. This key lesson on the role of confidence could be the insight your team needs to see the results you are looking for! Don’t delay, learn more from Anthony on this episode!
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Outline of This Episode
- [1:10] I introduce my guest, Anthony Iannarino.
- [2:30] Anthony tells his story, the cliff notes version.
- [11:30] What was Anthony’s motivation behind writing his books?
- [17:00] The impact of time, exploration, collaboration, and change.
- [21:00] The top 3 commitments that drive sales.
- [25:00] The Lost Art of Closing.
- [30:00] Addressing buyers common concerns.
- [32:30] Always have a backup commitment.
- [36:30] Projecting confidence through the sales process.
- The Only Sales Guide You’ll Ever Need
- The Lost Art of Closing
- Spin Selling
- Major Account Sales Strategy
- Glengarry Glen Ross
- The Godfather: Part II
- The Blues Brothers
Connect with Mario!
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