Regular price: $19.59

Free with 30-day trial
Membership details Membership details
  • A 30-day trial plus your first audiobook, free
  • 1 credit/month after trial – good for any book, any price
  • Easy exchanges – swap any book you don’t love
  • Keep your audiobooks, even if you cancel
  • After your trial, Audible is just $14.95/month
Select or Add a new payment method

Buy Now with 1 Credit

By confirming your purchase, you agree to Audible's Conditions of Use and Amazon's Privacy Notice. Taxes where applicable.

Buy Now for $19.59

Pay using card ending in
By confirming your purchase, you agree to Audible's Conditions of Use and Amazon's Privacy Notice. Taxes where applicable.

Publisher's Summary

"Always be closing!" - Glengarry Glen Ross, 1992
"Never Be Closing!" - a sales book title, 2014
"?????" - salespeople everywhere, 2017
For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the "take delivery" close to the "now or never" close.
But these tactics often alienated customers, leading to fads for the "soft" close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes.
Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
Iannarino addressed this in a chapter of The Only Sales Guide You'll Ever Need - which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he's back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you'll discover how to:


Compete on value, not price, by securing a Commitment to Invest early in the process.
Ask for a Commitment to Build Consensus within the client's organization, ensuring that your solution has early buy-in from all stakeholders.
Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns.
The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.

©2017 Anthony Iannarino (P)2017 Gildan Media LLC
Show More Show Less

Customer Reviews

Most Helpful

By Robb on 11-22-17

Best book yet on sales today

I absolutely LOVE this book. Thank you Anthony Iannarino for your wisdom and I'm very much looking forward to executing what I've learned about gaining the necessary commitments to advance the sale.

Read More Hide me

1 of 1 people found this review helpful


By Amazon Customer on 12-08-17

Long term relationships

Just listened to this after reading Anthony’s other book “The Only Sales Guide You’ll Ever Need”. It’s clear and to the point with many examples along the way of how to use his techniques. I like that he focuses on building the long term relationships as a trusted advisor to the client instead of the quick sale.

Read More Hide me
See all Reviews