The Lost Art of Closing
Anthony Iannarino
Lessons
Class Introduction
14:36 2What Is Sales
11:48 3Why Do Buyers Buy
23:56 4What is a Sales Process
20:54 5How to Identify and Pursue Your Dream Clients
35:04 6Relationships that Create Opportunities
13:10 7How to Uncover a Prospective Client's Needs
17:55 8Selling to Businesses VS Consumers
11:21How to Present Your Proposal and Solution
26:26 10How to Differentiate Yourself in a Crowded Market
20:14 11How to Talk About Money Without Fear
16:03 12Asking for the Business
12:03 13Rules for Negotiation
11:56 14How to Ask for Additional Business and Referrals
12:04 15Establishing Confidence as a Salesperson
28:43 16Living Your Purpose and Being a Commercial Enterprise
11:57Class Description
To close or not to close, that is the question: Whether it’s smarter to use pushy tricks for the final ask or forgo the hard sell for a softer approach. For people who work in sales, figuring out the best way to close the deal is a real conundrum.
Best-selling author, speaker and entrepreneur Anthony Iannarino has come up with an innovative approach to closing that’s geared toward the new technological and social realities of our time.
Instead of looking at closing as the hardest part of the sales process, Iannarino shows how it can be the easiest. The key is to lead your customers through a series of necessary steps designed to prevent a purchase stall, including getting them to commit to investing in the process, building consensus and resolving concerns.
In this class, you’ll learn how to:
- Identify and pursue your dream clients.
- Call prospective clients without being smarmy, pushy or self-centered.
- Uncover your prospects’ needs.
- Present your proposal and solution.
- Differentiate yourself in a crowded market.
- Talk about money without fear.
- Avoid weak language that lacks confidence.
- Negotiate so you can capture a fair share of the value you create.
- Ask for more business and referrals.
Class Materials
Bonus Materials with Purchase
Ratings and Reviews
Debbie Burney
I took an entire work day off to attend this online course. It was so worth it!. I've read Anthony's books, and I've been applying his methods and adopting the mindset of being "other-oriented," and my success is taking off in a big way. Just about everything in this session is in his books in some form, sometimes exactly, but seeing Anthony live and hearing the passion and commitment to practicing what is in the books was exciting, motivating, and sticky. The combination of reading the books, working through the workbooks, reading the blog, and now, seeing it all live is powerful stuff! I highly recommend dedicating a day for this class.
Joanna Avigail Nasierowska
Incredible course, loved it! Thank you, great advice, great understanding of sales process, sharp, quick, easy to understand negotiation & selling process.
Stephen Layman
Anthony Iannarino is an excellent teacher. I have seen the concepts and principles that he teaches ring true in and my experience in B2B sales with large creative projects. For anyone seeking to sharpen their sales technique I would highly recommend this class.
Student Work
Related Classes
Business Basics