The Lost Art of Closing
Winning the Ten Commitments That Drive Sales
Recommended by Mike Weinberg, and 1 others. See all reviewsRanked #51 in Pitching
"Always be closing!" --Glengarry Glen Ross, 1992
"Never Be Closing!" --a sales book title, 2014
" " --salespeople everywhere, 2017
For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the "take delivery" close to the "now or never" close.
But these tactics often alienated customers, leading to fads for the "soft" close or even abandoning the idea of closing altogether. It sounded great in theory, but the... more
"Never Be Closing!" --a sales book title, 2014
" " --salespeople everywhere, 2017
For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the "take delivery" close to the "now or never" close.
But these tactics often alienated customers, leading to fads for the "soft" close or even abandoning the idea of closing altogether. It sounded great in theory, but the... more
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