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Blog Category // Closing (2)

November 8th: 90 day anniversary of The Lost Art of Closing

Posted by Anthony Iannarino, Nov 08, 2017
Today it is 90 days since I published my second book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales.
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The Final Ask Is the Easiest Commitment to Gain. Or the Most Difficult.

Posted by Anthony Iannarino, Oct 20, 2017
The final ask, The Commitment to Decide, is either the easiest commitment to gain, or it is the most difficult. How you sell ...

The Lost Art of Closing at 60 Days

Posted by Anthony Iannarino, Oct 08, 2017
Today marks 60 days since the launch of The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. The feedback ...

The One Commitment You Need Most of All

Posted by Anthony Iannarino, Sep 19, 2017
The salesperson explained that their prospective client had made a number of commitments in the past, and had each time ...

Reduce the Commitment Level

Posted by Anthony Iannarino, Jan 18, 2017
There is a reason to reduce the commitment you are asking for from your dream client. That reason is because you make it ...
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Closing Faster

Posted by Anthony Iannarino, Dec 17, 2015
The unsolicited email pitch offered me the chance to close deals 500% faster than I am closing them now. Outstanding. Who ...

Closing End of Year Business

Posted by Anthony Iannarino, Nov 08, 2015
If you need to close business at the end of the year, you already have a problem. The challenges with “closing business” ...

Stop Connecting and Start Closing

Posted by Anthony Iannarino, May 11, 2015
While you are busy connecting on Twitter, your competitor is on the phone dialing up your dream client and asking them for ...

9 Things You Need to Know About Closing

Posted by Anthony Iannarino, Dec 11, 2014
The words you use to ask for your dream client’s business are less important than all of the things you do leading up to ...
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Commitments By Degree of Difficulty

Posted by Anthony Iannarino, Oct 10, 2014
We tend to think of the final close as being the most difficult to obtain. But this isn’t true. Here is a lis of the ...

Always Be Closing

Posted by Anthony Iannarino, Sep 30, 2014
I once wrote Always Be Advancing. I borrowed the term from Neil Rackham’s 1988 hit, SPIN Selling. The idea is exactly right ...

5 Reasons Your Deal Isn’t Closing

Posted by Anthony Iannarino, Jun 06, 2014
Deal stuck? Here’s why.

10 Commitments You Must Gain to Win Deals

Posted by Anthony Iannarino, Feb 15, 2014
Time: The very first commitment you need from your dream client is the commitment of their time. Without gaining the ...
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It’s Not Your Closing or Negotiating Skills

Posted by Anthony Iannarino, Sep 19, 2013
Inevitably, when I hear that a salesperson has trouble negotiating or closing there are two main causes, neither of which is ...

Mailbag: Closing the Sale

Posted by Anthony Iannarino, May 29, 2013
This note comes in today’s mailbag:

Asking for the Commitments You Earned

Posted by Anthony Iannarino, Jun 22, 2012
Have you ever had a salesperson ask you to buy before they had done the work to deserve that commitment? Remember how you ...

The Sales Call Planner: Planning The Opening and Closing The Sales Call

Posted by Anthony Iannarino, Nov 20, 2011
This is part five in this series. It started with determining the purpose of the sales call, moved on to identifying the ...

Missed Forecasts and Closing Dates

Posted by Anthony Iannarino, Oct 16, 2011
Pipeline reviews often reveal a salesperson’s optimism and their strong desire to make their number. Many pipeline reviews ...

Closing Is Not Your Problem

Posted by Anthony Iannarino, May 28, 2011
I have had numerous interactions over the years with sales managers and business leaders who believed that the problem their ...

Don’t Get Trapped In Too Small Commitments

Posted by Anthony Iannarino, Sep 24, 2010
Getting in with your dream client can sometimes be the most difficult part of any deal. To get in, you may lower the ...

The First Commitment

Posted by Anthony Iannarino, Jul 20, 2010
The first and primary skill that salespeople must possess is the ability to close. But closing isn’t something that happens ...
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