The Lost Art of Closing
with Anthony Iannarino
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01 Class Introduction
14:36 -
06 Relationships that Create Opportunities
13:10
Class duration: 4h 48m
See all 16 lessons-
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88% recommended
9 student reviews
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About The Class
How to Conduct the Sales Process So That the Close Is a Breeze
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.
Topics Covered
Lesson Plan
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01
Class Introduction
14:36 -
02
What Is Sales
11:48 -
03
Why Do Buyers Buy
23:56 -
04
What is a Sales Process
20:54 -
05
How to Identify and Pursue Your Dream Clients
35:04 -
06
Relationships that Create Opportunities
13:10 -
07
How to Uncover a Prospective Client's Needs
17:55 -
08
Selling to Businesses VS Consumers
11:21 -
09
How to Present Your Proposal and Solution
26:26 -
10
How to Differentiate Yourself in a Crowded Market
20:14 -
11
How to Talk About Money Without Fear
16:03 -
12
Asking for the Business
12:03 -
13
Rules for Negotiation
11:56 -
14
How to Ask for Additional Business and Referrals
12:04 -
15
Establishing Confidence as a Salesperson
28:43 -
16
Living Your Purpose and Being a Commercial Enterprise
11:57
Meet Your Expert
Anthony Iannarino
Anthony Iannarino is a bestselling author and internationally recognized speaker on sales, success, personal development, leadership, and entrepreneurship. Anthony’s 3 privately held staffing firms generate annual revenues of $50M. These firms serve some of the most well-recognized brands in the United States. ... read more
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Anthony Iannarino Presentation
88% of students recommend this class.
See what some of them have to say.
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Debbie Burney
March 2018
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.
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Joanna Avigail Nasierowska
March 2018
Incredible course, loved it! Thank you, great advice, great understanding of sales process, sharp, quick, easy to understand negotiation & selling process.
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Jay Valencia
March 2018
Absolute gold. When the student is ready the teacher appears. Anthony, thank you so much for giving us such vital insights. Listening to you was easy and understandable. Good energy and tempo. Thank you, Jay - Pintxo Sauce
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