IRB Media

Please note: This is a companion version & not the original book. Book Preview: 

#1 A philosophy is important for selling effectively. It should guide how you sell, not just what you sell. It should be in line with what you believe, and live your beliefs.

#2 Caveat venditor is a more appropriate philosophy today, as it encourages buyers to protect themselves from merchants. It implies that buyers are responsible for protecting themselves from merchants.

#3 Confidence in yourself and what you’re selling comes from the belief that you can make a difference for your clients. It allows you to ask for the commitment to take the next step. It comes from the belief that you can and will deliver the outcomes your clients need.

#4 Caring is the root of trust, and trust is the foundation of all relationships, including commercial ones. When you care about helping other people generate the results they can’t generate on their own, your outward focus becomes part of what creates a preference and makes you easier to buy from.

Summary of Anthony Iannarino's The Lost Art of Closing

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