The Lost Art of Closing

Sales impresario Anthony Iannarino believes many salespeople don’t know how to have productive conversations with clients, even though sellers’ words make or break sales. The typical salesperson might say, “What’s it going to take to get you to sign this contract?” In contrast, the salesperson could say, “Can you share your concerns with me so I can make sure this works for you?” This question focuses on the client’s needs and should result in useful information that leads to a sale. Iannarino’s bestseller, which outlines his well-developed closing strategies, provides numerous field-tested conversational nuggets salespeople can use to encourage clients to sign up. LetsRead recommends this manual to all B2B salespeople.

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