The Lost Art of Closing
Winning the Ten Commitments That Drive Sales
Summary:
The book provides a guide for sales professionals on how to secure commitments at each stage of the sales process, rather than focusing solely on the final close. It outlines ten essential commitments, from gaining a prospect's time to achieving consensus within the client's organization, that are crucial for advancing and ultimately closing a deal.
Key points:
1. Secure a commitment to change by helping clients see the need and value of change, setting the stage for a purchase.
Books similar to "The Lost Art of Closing":
Winning Strategies
Anirban Dutta|Hetzel W. Folden
Selling to Big Companies
Jill Konrath
Mastering the Complex Sale
Jeff Thull
Rainmaking Conversations
Mike Schultz|John E. Doerr
TransformAble
Angie Tuglus
Jeffrey Gitomer's Little Red Book of Sales Answers
Jeffrey Gitomer
Stop Acting Like a Seller and Start Thinking Like a Buyer
Jerry Acuff
The Pocket Guide to Selling Greatness
Gerhard Gschwandtner
The Selling Fox
Jim Holden
Fast Forward
Elspeth J. Murray|Peter R. Richardson