The Lost Art of Closing Quotes

“No part of the sales process can be about you or what you need. Selling isn’t something you do to someone. It is something you do for someone and with someone.”
― Anthony Iannarino, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

“Can I share one idea with you and make a recommendation?” Pause here and wait until your prospect agrees, then continue. “A lot of the questions and concerns that come up when our clients meet with their teams are technical or have to do with how we will respond to their needs or challenges. If we are there to answer these questions, they will get a better understanding of our commitment to them. I recognize”
― Anthony Iannarino, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

“As you discuss this with your team, you are no doubt going to have questions and concerns. I want to make sure that I am here to address those questions and concerns for you. How do you look at this same time next week?”
― Anthony Iannarino, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

“not only are they not going to be embarrassed, they will look like winners for having made such an innovative and effective change. And you must assure them that they do really need to change now.”
― Anthony Iannarino, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

“The greater the risk or investment, the more concerns and the deeper they will be. This is completely natural. Aren’t you especially concerned and in need of greater assurances when you make a major purchase, like buying a house or car? Don’t you want to be sure, before you commit to making a big investment, that it’s going to work for you, that you haven’t overlooked something, and that you aren’t going to be surprised, embarrassed, or dismayed down the line?”
― Anthony Iannarino, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

“time has never helped anyone make a better decision. They need more information and better counsel.”
― Anthony Iannarino, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

“you don’t need “the” decision maker. You need a consensus.”
― Anthony Iannarino, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

“When you care about helping other people generate the results that they can’t generate without you, your outward focus is part of what creates a preference and makes you easier to buy from.”
― Anthony Iannarino, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

“Change can be complicated, political, and messy. Change takes time and energy, both of which are typically in short supply. Your prospective client may be wondering, “Is this worth it?”
― Anthony Iannarino, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

“That’s a lot to take in, and I am sure you’re going to want to get together as a group to discuss it. We’d like to be here to answer any questions you have and address any concerns that come up as you go through this process. Can we meet again next week at this same time?” The”
― Anthony Iannarino, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

“Thank you for meeting with us. Today, we are going to give you the software demo you requested, and we’ll show you the total solution. At the end of this meeting, we’ll schedule a follow-up meeting so we can address all of your concerns and make sure you are 100 percent confident with a decision to move forward.”
― Anthony Iannarino, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales