The Lost Art Of Closing PDF Free Download

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Hai, In sales, this process is referred to as “closing.”. Since “closing skills” derive themselves directly from the sales industry, here the topics to be discussed are within a sales context, but bear in mind that these skills are universal in their application and value. The Art of Closing The Sale goes into the major skills needed for selling. Any weakness in one of these areas will hold you back. And if you keep improving in each one of them, you’ll quickly get to the top. ★DOWNLOAD THIS FREE PDF SUMMARY HERE. In the top 4 percent, you become one of the highest paid A key element in selling is enthusiasm. A sale is a people in the world. The purpose of The Psychology of transfer of your enthusiasm about the product or Selling is to show you how to achieve that goal. Service into the mind and heart of the other person. The Art of Closing the Sale The Key to Making More Money Faster in the World of Professional Selling by Brian Tracy. E g e ae Page 2 SUCCESS book SUmmariES W hen i began selling, cold-calling from office to office during the day, and from house.

Does anyone have some training material on the art of closing sales ? Thanks Roopam The lost art of closing pdf free download free
From Hong Kong, Kowloon
Hi Roopam
I have attached a ppt on closing technique. Just see that.
This is the one i use in the professional selling skill training of my staff. Should you need any elaboration on any slide, pls mail me to . will explain to you over phone or thro mail.
Please post your comments here whether you find it useful or not..
Will look for more material in my library..
Regards and Best Wishes,

From India, Madras

Anthony Iannarino Books

Attached Files
Closing Techniques.ppt (310.5 KB, 4609 views)

In sales, this process is referred to as “closing.” Since “closing skills” derive themselves directly from the sales industry, here the topics to be discussed are within a sales context, but bear in mind that these skills are universal in their application and value.
It is typical for a novice persuader to encounter resistance. There are as many different reasons for resistance as there are personalities, so the trick lies in knowing which closing skill to use for which person. A crucial closing concept to learn as soon as possible is that you should actually employ closing strategies throughout your entire presentation. Most people think of the close as the final wrap-up. While this is the sales point where the deal is formally and openly acknowledged as “let’s do it” or “thanks, but no thanks,” the masterful persuader builds the close in stages throughout the entire sales process. The last phase of the selling exchange is only the culminating step of several deliberate but less evident steps that have taken place beforehand. It is crucial, not only for your own good but also for your prospects’ good, to help them through this process. Incrementally moving them closer and closer to agreement is much more effective than springing it on them at the end. There is nothing worse than seeing a shocked prospect with her/his mouth wide open following the close. Waiting to lunge with your close until the very end of your sales presentation could be compared to plunging unprepared into the deep end of the pool versus wading comfortably from the shallow end to the deep end only as you feel well prepared, well informed and well instructed to do so.
The incremental close helps avoid the old hard-close approach of the past. Remember the hard close? Old tactics used such strategies as bullying, pressuring or forcing your prospect into a decision. We’ve all experienced the hard close at one time or another. Unfortunately, some “persuaders” still employ the hard-close strategy, but when they do, they’re really not persuading at all. Even if a prospect succumbs to one of these sales tactics, it is likely with resentment, buyer’s remorse and discontinued business in the future. What’s more, you can rest assured that unbeknownst to the offending salesperson, a prospect who is bullied into a sale will deter all her/his friends and family from patronizing the business where s/he endured such treatment.
Since studies show that how you open a sale is more important than how you close it, think of starting your close earlier on in the persuasive process. Let’s call this “collecting yeses.” We’ll discuss this concept more in-depth later on, but for the time being, what it basically means is that you concern yourself with drawing in your prospects early on. That is, you warm them up in stages until the ultimate conclusion is obvious to them and they decide for themselves exactly what you were hoping they’d decide in the first place.
Because you’re going to focus on closing as a process that begins early on in your presentation, it is important to consider the messages you are broadcasting right from the beginning. Superficial or not, people are going to draw conclusions from their earliest interactions with you, and those first impressions tend to be the longest lasting, too. It is said that the first and most lasting impression is made in about the first four minutes of a first encounter. Hence, be sure those first four minutes are positive ones because the cement dries fast! It is extremely difficult to overcome a bad first impression. Even if you try to make up for it later on, that first impression will linger. The most obvious advice is to be sure you look professional and well groomed in any persuasive situation. In other words, dress appropriately for the setting. Next, exude confidence that is not arrogant but rather is upbeat, positive and encouraging. This positivity in your demeanor will allow your prospects, who hardly know you, to take comfort in your ability to educate them about the product or service they are investigating. Direct eye contact and a sincere smile accompanied by a firm handshake and addressing your prospects by name always help.
I have identified what I call the “Three Rs” for solid closing. After the first impression, your next focus is to effectively weave your close throughout the entire presentation. That is, the three Rs are at work throughout your presentation, aiding your prospect in becoming more and more inclined to buy. These three Rs are reason, resources and representative. Let’s look at the first R. “Reason” must be viewed from two different angles—first, from your prospect’s and then from your own. Early on in the persuasive setting, seek to understand exactly what your prospects’ needs are. That is, determine what their reason is for coming to you or listening to you in the first place. Then, you have to give them the reason to buy. Essentially, their problem and your solution match. Do not fall into the trap that many rookie salesmen do of spouting off a laundry list of features, benefits or all the reasons why you think they should buy. This sales strategy is useless because your prospects have come to you with their own reasons for buying already in mind. If you talk too much about what you think the reasons are to buy, you’re going to talk your bewildered prospects right out of the sale. When the sales representative talks too much, s/he sucks the emotion right out of the sale. It is draining and frustrating for prospects to hear a salesperson’s incessant babble about all of a product’s bells and whistles when they just want their own key questions answered.
There is a great story that illustrates the importance of your reason to buy ringing true with your prospects’ reasons to buy. A gentleman by the name of Airman Jones was assigned to the induction center, where he advised new recruits about their governmental benefits, especially their GI insurance. It wasn’t long before Captain Smith noticed that Airman Jones had an extremely high success rate, selling insurance to nearly 100 percent of the recruits he advised. Rather than asking him about his successful track record, the Captain stood at the back of the room during one of Jones’s presentations and listened to Jones’s sales pitch. As he presented, Jones explained the basics of GI insurance to the new recruits and then said, “If you are killed in a battle and have GI insurance, the government has to pay $200,000 to your beneficiaries. But if you don’t have GI insurance and get killed on the battlefield, the government only has to pay a maximum of $6,000. Now,” he concluded, “which group do you think they are going to send into battle first?” The resounding secret to his sales success was that Airman Jones gave the new recruits a compelling reason to buy.
The second R of solid closing is “resources.” Resources cover all those things that factor in to whether or not your product is appropriate for your prospect. Resources would include time availability, financial backing, support from family, physical ability, etc. For example, investing vast amounts of time and energy into selling annual ski passes to nursing home residents would not really be giving wise consideration to such prospects’ resources.
The third R of solid closing is the “representative.” This is where you, as a person, factor into the selling equation. How readily can your prospect feel a strong rapport with you? Is there an instinctive sense of trust? Does your style rub this person the wrong way? Whether you realize it or not, you are a part of the selling package. There have been many times when a prospect walked away from a sale, not because of the product—in fact, the product might have been just what s/he was looking for—but because of the rep s/he had to deal with. Be sure you conduct yourself in such a way that your prospect can like you. People buy from people they like. They don’t buy from people they don’t like. It’s that simple.
Kindly let me know whether you got what you expected or not...:?: :(:?:
Thanks in Advance

From India, Madras
Here is what I have put together for your reference. Regards, Roopam
From Hong Kong, Kowloon
Attached Files
How_To_Succeed_At_Telesales.ppt (89.5 KB, 916 views)
The_Psychology_of_Selling_By_Phone.ppt (143.0 KB, 763 views)

Today morning,
I was about to write a forum, asking for some tips on Sales Closing..I was finding queit difficult to close deals in my current job.I tried many ways and tactics and realise that I lagg on two things
1. Organising & Follow up and
2. Sales Closing
Infact Sales Closing is the crucial area..the ppt uploaded by Sowmini is interesting.But that more of is pointing to pharma sales executives.
I am in the field of IT. Do you think IT Sales Closing needs a different approach. If you think so, kindly guide me.
thank you so much, you guys are really doing a great job...
gud day!

From Oman, Muscat
Dear Sowmini,
While I do appreciate your Presentation; but do you think that the same really works, on practical basis; specially in our Pharmaceutical Profession, as we just get a minute or so, to promote our products to Customers ( Doctors ). Moreover, where 90% of calls are non-interactive.
Can you suggest, some more closure techniques, specially for pharmaceutical segment.
Gopal N

From India, Bangalore

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Winning the Ten Commitments That Drive Sales

It’s said that a great product sells itself, and finding the right channels comes naturally.

Marketing efforts only add to the overall quality and provide the users with an amazing experience.

We try to present the key findings in a way that you’ll understand what it takes to close a sale.

Who Should Read “The Lost Art of Closing”? And Why?

It really is an art, or perhaps a skill crafted for special occasions. Anyway, it’s not something that can’t be learned or digested!

The Lost Art of Closing” emphasizes the 10-step process for converting skeptical prospects into long-term collaborators.

It really is something you wouldn’t want to miss, especially if you are a salesperson in the making.

About Anthony Iannarino

Despite being a writer, Anthony Iannarino is also the founder of The Sales Blog.

He is also a part-time teacher at Capital University School of Management and Leadership.

“The Lost Art of Closing PDF Summary”

Let’s get this straight: Without these 10 commitments it’s literally impossible to close sales:

  1. The commitment for time – Breaking that ice requires psychological readiness, especially when it comes to scheduling a meeting. Experienced salespersons realize that e-mailing is not the best option for this endeavor. Instead, you should prefer a phone call to ask only for time, and don’t get into details about the product. Ask no more than three times and stick to what’s been agreed prior to the meeting.
  2. The commitment to exploring – Salespersons love the image of a business-person and can’t stand being labeled as pushy; interested in nothing other than commission. Your job is to make the client more comfortable with your presence and gradually reduce the aversion towards change. In these first contacts, you should avoid pitching about the product and rather focus on the threats of remaining rigid in a fast-paced environment.
  3. The commitment to change – Why would anyone be interested in buying what you’re offering if the service they use instead is satisfying their needs to the limit? It makes no sense, so your job is to ask the right questions and see where the problems are and how your service/product can help them capitalize on these pitfalls.
  4. The commitment to collaborate – The fundamentals in this step, revolve around a simple statement – change your solution into a “Solution.” In other words, don’t deliver your final product without even taking into account the clients’ needs. Adjust your solution to be their weapon, which they would use to accomplish their goals. The salesperson and the client must become strategic partners, both carrying for each other’s interest!
  5. The commitment to build consensus – Sometimes the sales solution is wrapped in a complex B2B network including multiple stakeholders. In such a situation, finding general agreement is a must. At first, your job would be to single out all major stakeholders and put yourself in their shoes. Such a decision may help you understand the big picture and define a proposal that may eventually develop into a win-win situation. If you can’t reach out to them, the least you can do is explain your contact why is important to build a relationship with them. But not all are willing to hear your battle cry.
  6. The commitment to invest – Every sales process encompasses several parties which must invest their time, energy and capital. Your position, on the other end of the tunnel, is to discuss the price after several meeting sessions. You have to beware of a bidding war with your competitors and to avoid such a scenario; it’s advisable that you present your price early on. This approach will help you weed out all unprofitable prospects.
  7. The commitment to review – When the time comes to showcase your presentation skills, you have to gear yourself up with mental sharpness. Don’t skip any step and secure a commitment from the client to find a generally acceptable proposal. To do so, you need to solicit feedback from all the stakeholders in the process and then form the final solution.
  8. The commitment to resolve concerns – The bottom line is – clients don’t fear your product, but the changes deriving from it. So, basically you must encourage them to share their concerns to close the sale. For instance, do you think that your clients are eager to implement your solution if the service you are providing is only a slightly better option than the one already in place? – No! Because it’s not worth the effort! Tackle their fears by offering something 5x times better and provide support during the enforcement of the new idea.
  9. The commitment to decide – The 9th commitment arrives spontaneously if you have successfully executed all previous 8. Securing a commitment from the client is not a straightforward task, especially when it comes to making the final decision. If you succeed, the relationship will reach a whole different level.
  10. The commitment to execute – A sale that is not able to deliver a product of unparalleled quality, damages the reputation of the salesperson and puts him/her in an inferior position. Not satisfying the clients to the full extent, may obstruct the process of winning additional sales. Therefore, you must make an effort to present the offerings straightforwardly, and provide the users with valuable info on how to utilize all the features contained in the product. This final step can be marked as a commitment to execute.

Key Lessons from “The Lost Art of Closing”

The Lost Art Of Closing PDF Free Download 64 Bit

1. Secure the necessary commitments in the shortest timespan possible
2.Embrace gradual transition from one stage to the next
3.Integrate clients’ needs into the development of a solution

Secure the necessary commitments in the shortest timespan possible

Sales managers are duty bound to supervise the process and gauge possible deals.

The execution of the 10 commitments will serve as a backbone for nurturing lucrative relationships with clients and other key personalities.

The Art Of Closing The Sale PDF Free Download

Embrace gradual transition from one stage to the next

It’s no secret that not a small portion of salespeople opt for skipping some of the commitments to get the part where they can actually earn money.


For them, the process can be reduced to 4-5 key steps, and all the extra stages are just adding to the complexity.

Don’t become one of them!


Integrate clients’ needs into the development of a solution

Use your business expertise to pain a partnership picture; don’t opt for a one-way communication style.

In other words, increasing customer retention by 5% can generate roughly a 75% increase in profits!

Like this summary? We’d Like to invite you to download our free 12 min app, for more amazing summaries and audiobooks.

“The Lost Art of Closing Quotes”

You can’t wait until your dream client experiences the negative impact of not changing before you decide to help them. You have to be…helping them understand the need to change. Click To TweetYour dream client wants…problems to be solved, challenges overcome, opportunities pursued and greater outcomes obtained. Click To TweetAlthough you may think that your client is only buying the value in your product, service or solution, the truth is that you are the larger part of the value proposition. Click To TweetSales can be a very rewarding career because, properly done, it requires that you help people get results they couldn’t have achieved without you. Click To Tweet

Our Critical Review

The Art Of Closing The Sale Pdf free. download full

We are always on the lookout for practical and applicable tips that present an actionable solution. This book is the embodiment of such a reality.

We were really thrilled to participate in something so profound and share our thoughts on the topic!

The Art Of Closing The Sale Pdf Free Download Free

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