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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
  • 5K students

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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.


Lesson Plan

  1. 01

    Class Introduction

    14:36
  2. 02

    What Is Sales

    11:48
  3. 03

    Why Do Buyers Buy

    23:56
  4. 04

    What is a Sales Process

    20:54
  5. 05

    How to Identify and Pursue Your Dream Clients

    35:04
  6. 06

    Relationships that Create Opportunities

    13:10
  7. 07

    How to Uncover a Prospective Client's Needs

    17:55
  8. 08

    Selling to Businesses VS Consumers

    11:21
  9. 09

    How to Present Your Proposal and Solution

    26:26
  10. 10

    How to Differentiate Yourself in a Crowded Market

    20:14
  11. 11

    How to Talk About Money Without Fear

    16:03
  12. 12

    Asking for the Business

    12:03
  13. 13

    Rules for Negotiation

    11:56
  14. 14

    How to Ask for Additional Business and Referrals

    12:04
  15. 15

    Establishing Confidence as a Salesperson

    28:43
  16. 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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Bonus Material

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  • pdf Anthony Iannarino Presentation

88% of students recommend this class.
See what some of them have to say.

  • 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.

  • Joanna Avigail Nasierowska

    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.

  • Jay Valencia

    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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