Summary of Anthony Iannarino's The Lost Art of Closing

Everest Media

Description

Please note: This is a companion version & not the original book.
Sample Book Insights:
#1 A philosophy is important for selling effectively. It should guide how you sell, not just what you sell. It should be in line with what you believe, and live your beliefs.
#2 Caveat venditor is a more appropriate philosophy today, as it encourages buyers to protect themselves from merchants. It implies that buyers are responsible for protecting themselves from merchants.
#3 Confidence in yourself and what you’re selling comes from the belief that you can make a difference for your clients. It allows you to ask for the commitment to take the next step. It comes from the belief that you can and will deliver the outcomes your clients need.
#4 Caring is the root of trust, and trust is the foundation of all relationships, including commercial ones. When you care about helping other people generate the results they can’t generate on their own, your outward focus becomes part of what creates a preference and makes you easier to buy from.

Sujets

• Vente
• General
• General officer

Informations

• Publié par: Everest Media LLC
• Date de parution: 27 avril 2022
• Nombre de lectures: 0
• EAN13: 9781669394044
• Langue: English
• Poids de l'ouvrage: 1 Mo

Extrait

Insights on Anthony Iannarino's The Lost Art of Closing
Contents Insights from Chapter 1 Insights from Chapter 2 Insights from Chapter 3 Insights from Chapter 4 Insights from Chapter 5 Insights from Chapter 6 Insights from Chapter 7 Insights from Chapter 8 Insights from Chapter 9 Insights from Chapter 10 Insights from Chapter 11 Insights from Chapter 12 Insights from Chapter 13 Insights from Chapter 14 Insights from Chapter 15 Insights from Chapter 16 Insights from Chapter 17 Insights from Chapter 18
Insights from Chapter 1

#1

A philosophy is important for selling effectively. It should guide how you sell, not just what you sell. It should be in line with what you believe, and live your beliefs.

#2

Caveat venditor is a more appropriate philosophy today, as it encourages buyers to protect themselves from merchants. It implies that buyers are responsible for protecting themselves from merchants.

#3

Confidence in yourself and what you’re selling comes from the belief that you can make a difference for your clients. It allows you to ask for the commitment to take the next step. It comes from the belief that you can and will deliver the outcomes your clients need.

#4

Caring is the root of trust, and trust is the foundation of all relationships, including commercial ones. When you care about helping other people generate the results they can’t generate on their own, your outward focus becomes part of what creates a preference and makes you easier to buy from.

#5

You will have to be extremely persistent in order to get the commitments you need to help your dream clients move from their current state to a better future one. You will hear no, and know that you’ll have to try again.

#6

Good salespeople make good language choices. They have the right words for each situation, which helps them perform magic on the sales floor. It is important to be wellversed in the words and phrases used by potential clients, but it is just as important to keep your mind focused on the client’s needs and goals.

#7

Asking for commitments from your clients means you will receive no more frequently than you’d like. However, seeing an no as a real concern worth addressing will help you change your mindset and approach.

#8

The more you can look through your clients’ eyes and see their perspective, the easier it will be for you to help them make the decisions and changes necessary to produce better results.
Insights from Chapter 2

#1

Buyers follow a process of change, just like salespeople. They want problems to be solved, challenges overcome, opportunities pursued, and greater outcomes obtained. They do what they do when buying because they believe they have to in order to accomplish what they want or need.

#2

The reality of sales is that most buyers don’t feel compelled to change when you are prospecting. They are experiencing a sort of dissonance, the feeling that something is off, and that it isn’t quite right. You need to understand the source of your clients’ dissonance to help them understand it.

#3

The word dissatisfaction no longer covers enough ground because plenty of your dream clients are dissatisfied about all sorts of things, but they don’t find their dissatisfaction compelling enough to do anything about it. You have to help them find a compelling reason to change.

#4

To compel someone to change, you must leverage what’s already or what should be compelling him to change. Ask yourself what problems or challenges your dream client is allowing to persist that, if changed, would radically improve their results.

#5

The Commitment to Invest is the first commitment your client will make when deciding to work with you. It is important to have this conversation early in the buying process, before you present your solution, to ensure that you present something your client can say yes to.

#6

During the final stage of the buyer’s journey, clients are given time to think through their decisions on their own.