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Blog Category // Closing

Lost Art Of Closing and the Secrets of Gaining Sales Commitments: A Non-Linear Approach

Posted by Anthony Iannarino, Jul 03, 2024
Discover how mastering the art of securing multiple commitments can transform your sales strategy and boost your win rates.
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Essential Contract Review Tips for Sales Professionals: Read Client Contracts with Confidence

Posted by Anthony Iannarino, May 16, 2024
Ensuring you understand client contracts is crucial for sales success—don't let legal jargon trip you up.

Proposal Cartography: Mapping the Journey to 'Yes'

Posted by Anthony Iannarino, Oct 15, 2023
You’ve been working with your contact and their team for several weeks. Most of this time has been working on adjusting what ...

A Guide to Big Wins: How to Close Enterprise-Level Deals

Posted by Anthony Iannarino, Apr 18, 2023
The strategies you might use when pursuing a small or average-sized company cannot help you win large clients. These large ...

Stop Overcoming Objections, Start Resolving Concerns in B2B Sales

Posted by Anthony Iannarino, Feb 25, 2023
Over time, B2B selling has changed and become increasingly more complex. A large part of the changes in how we sell in the ...
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The Ultimate Sales Presentation Outline To Close More Deals

Posted by Anthony Iannarino, Feb 08, 2023
A small hole can sink a big ship. Even the smallest crack can let in water; before you know it, you’ll be sinking faster and ...

How to Close More Deals in 2023

Posted by Anthony Iannarino, Nov 08, 2022
One way to measure sales success is the number of deals closed. While some deals are larger than others, and some are easier ...

Increasing Average Close Rate for Sales

Posted by Anthony Iannarino, Nov 01, 2022
The close rate, also called the win rate, is a common statistic for measuring sales effectiveness. The average close rate ...

How to Close the Deal

Posted by Anthony Iannarino, Aug 07, 2022
There was a time when the most important training a salesperson would receive was concerned with closing. During that ...
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Cold Calling Scripts - Improve Sales Conversion Rate

Posted by Anthony Iannarino, May 11, 2022
Nobody likes rejection. If there’s one statement I can make that I think is universal to the human experience, it’s this ...

6 Results-Driven Sales Scripts Used by Top Salespeople

Posted by Anthony Iannarino, Apr 20, 2022
Is your close rate where you want it to be? If not, the problem may be in your phone game. In fact, 86% of prospects aren’t ...

4 Cold Calling Scripts to Close any Sale

Posted by Anthony Iannarino, Feb 17, 2022
Cold calling gets a bad rap these days. You may have seen the statistic that most cold calling professionals report a 2% ...

First Meetings: Why Opening is The New Closing

Posted by Anthony Iannarino, Dec 16, 2021
Everything good that ever happens is the result of meeting a stranger. Your significant other was once a stranger, as was ...
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Trading Value for Macro and Micro Commitments

Posted by Anthony Iannarino, May 26, 2021
The Gist: There are three variables necessary for acquiring a meeting with your prospective client. Using these variables, ...

On Gaining Traction: How to Keep Commitments and Win Deals

Posted by Anthony Iannarino, Jan 30, 2021
The Gist:

How to Talk to Your Team About Closing Big Deals

Posted by Anthony Iannarino, Aug 11, 2020
One of the most significant changes in sales is the meaning of the word “closing.” In the past, sales leaders would suggest ...

Small Commitments Mistaken for Larger Commitments

Posted by Anthony Iannarino, Sep 28, 2018
A bank can give you a credit card with little trouble. The goal of the bank is really to get you to borrow money, as that is ...

A Book and Its Cover: The Lost Art of Closing at One Year

Posted by Anthony Iannarino, Aug 08, 2018
It was one year ago today that I published my second book, The Lost Art of Closing: Winning the 10 Commitments That Drive ...

The Lost Art of Closing for the One Call Close

Posted by Anthony Iannarino, Aug 05, 2018
A reader of this blog emailed me to ask me about applying The Lost Art of Closing (TLAC) as it pertains to the one call ...

5 Reasons You Haven’t Bought The Lost Art of Closing

Posted by Anthony Iannarino, Jan 29, 2018
There were risks in publishing a book with the word “closing” in the title. The word “closing” comes with some baggage. The ...

Why You Struggle to Gain Commitments

Posted by Anthony Iannarino, Nov 20, 2017
Here are the top two reasons some people in sales struggle to gain commitments, both of which are very difficult to ...
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