“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 results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

This book provides students with a comprehensive understanding of the fundamental components of the negotiation process and the challenges that face negotiators. It contains, in a single volume, text material on current theory and research, readings from diverse perspectives, cases that demonstrate how negotiation has been effectively or ineffectively applied in practice, role-playing exercises that enable students to hone their skills, and questionnaires that assess personal qualities that can influence negotiation processes and outcomes.

Get armed up with the most rewarded skill in the history of the world - 'sales'. We are not here to learn the old way. Gone are the days to find a motivation and business plans on other distribution channels. Now is your time. After this you will no longer have to learn any extra things about; how to close deals, how to handle clients, how to approach marketplace, how to stay motivated, how to talk to people, how to influence people, how to persuade people, how to gain people's attention. Let's make this thing clear first, there is no shortage of money on this planet, there's only shortage of people who really wants it. We ain't delivering the knowledge in traditional way. This book is not to waste time by getting into philosophy and all. We need to be quick because our gold is waiting out there for us. These are the exact strategies every deal closer must know. In order to survive in this marketplace. **Warning It's your life, you have been warned. Side effects of this book- 1. Unable to sleep due to excitement with your new life. 2. No longer content with average friends and relatives. 3. Disinterested in things that previously entertained you. 4. Extended periods of massive production lasting for weeks at a time. 5. Increased amounts of criticism from others, even hate and envy. 6. New set of friends, connections and network. 7. New problems new challenges and new interests. 8. Increased energy and vitality that others consider abnormal. 9. Extraordinary large tax bills and audits by government because of your elevated in revenue.

The easy way to make smart business transactions Are you a business owner, investor, venture capitalist, or member of a private equity firm looking to grow your business by getting involved in a merger with, or acquisition of, another company? Are you looking for a plain-English guide to how mergers and acquisitions can affect your investments? Look no further. Mergers & Acquisitions For Dummies explains the entire process step by step?from the different types of transactions and structures to raising funds and partnering. Plus, you'll get expert advice on identifying targets, business valuation, doing due diligence, closing the purchase agreement, and integrating new employees and new ways of doing business. Step-by-step techniques and real-world advice for making successful mergers and acquisitions Covers international laws and regulations How to take advantage of high-value deals Going beyond the case studies of other books, Mergers & Acquisitions For Dummies is your one-stop reference for making business growth a success.

They knew the merger wasn’t going to be easy. But Rayna and Jax never expected it to start with sparks flying. Rayna is an attractive fiery entrepreneur and successful litigator who has grown her business incredibly. Now she has the sort of offer on the table that dreams are made of—more money, success, and power than she could ever imagine. And all she must do is form a partnership with a large law firm. Jax’s ambitions have driven him to put everything into his firm, and this merger is supposed to take his firm to the next level. He is great looking, laidback, and a top corporate shark. He knows what he wants and believes he knows how to get it. But when the pair meet for the first time, they instantly dislike each other, and a frustrating power struggle commences. But is it fueled by a merger of the firms? Or are shamefully attracted they are to each other… Making the Deal is the super fast pace first book in the love-at-first-sight romance series. If you like your stories filled with unexpected twists and turns and red-hot heart-pounding tension, this book was made for you.

Over the last several decades, employers have increasingly replaced permanent employees with temporary workers and independent contractors to cut labor costs and enhance flexibility. Although commentators have focused largely on low-wage temporary work, the use of skilled contractors has also grown exponentially, especially in high-technology areas. Yet almost nothing is known about contracting or about the people who do it. This book seeks to break the silence. Gurus, Hired Guns, and Warm Bodies tells the story of how the market for temporary professionals operates from the perspective of the contractors who do the work, the managers who employ them, the permanent employees who work beside them, and the staffing agencies who broker deals. Based on a year of field work in three staffing agencies, life histories with over seventy contractors and studies of workers in some of America's best known firms, the book dismantles the myths of temporary employment and offers instead a grounded description of how contracting works. Engagingly written, it goes beyond rhetoric to examine why contractors leave permanent employment, why managers hire them, and how staffing agencies operate. Barley and Kunda paint a richly layered portrait of contract professionals. Readers learn how contractors find jobs, how agents negotiate, and what it is like to shoulder the risks of managing one's own "employability." The authors illustrate how the reality of flexibility often differs substantially from its promise. Viewing the knowledge economy in terms of organizations and markets is not enough, Barley and Kunda conclude. Rather, occupational communities and networks of skilled experts are what grease the skids of the high-tech, "matrix economy" where firms become way stations in the flow of expertise.

Sales is one of the oldest professions in the world. Millions of people on this planet are dependent on selling skills to earn their livelihood. No business can survive without sales. Unfortunately, almost 1/3rd of salespeople quit this lucrative career every year. And 50% of companies shut their doors within the first 5 years. This trend will go on and on and on until we realize how important it is to learn and master the art of selling if we want to survive and thrive in the ruthless world. And the companies, who don't realize, will keep hiring new people and firing old ones. Similarly, the salespeople who don't realize how important it is to learn salesmanship will keep changing jobs... places... industries... until they decide one day to leave the sales career forever. Succeeding in sales will become sour grapes. However, one can always find some businesses, entrepreneurs, self-employed, and salespeople who love to challenge themselves that no matter how broke they are... how weak they are... how small they are... they will keep learning and growing until they become Champion of Champions. This book is written for these 'Never give up salespeople and marketers. In this ultimate course, you’ll discover and learn many powerful closing techniques to close one sale after another. What You Will Learn - A type of communication with the prospect where the more the salesman and the prospect talk to each other the further they would move away from closing the deal. - 10 essential steps in the entire sales process and out of these 10, these 3 are the most important. - 20 most powerful closing techniques to close one sale after another - How to establish your superiority against your competitors while closing the sales - 29 questions to find out the prospect’s most hidden objections - What is the highest-paid salespeople’s favourite strategy to sell more and more and more with lesser and lesser and lesser efforts, time, energy, and resources - A type of communication with the prospect where even if the prospect loves the salesman’s product then also he may never give the order - How by simply understanding this Triangle Theory could make one a successful salesman in his organization even if he has never sold a single thing in his life - 42 most seductive words in the world of selling and how to use them in the sales pitch - How to lower the price resistance in the prospect’s mind - How one businessman’s creative selling idea was responsible for skyrise buildings all across the world? Any smart entrepreneur could use this strategy to sell the most sceptical prospects - A type of communication with the prospect where the prospect is buying on salesman’s terms without raising any objections. It’s a dream sale for every salesman - If one knows these 85 words while speaking and writing to three kinds of prospects, he could take attention of any prospect - 8 fears of prospects which stop them from buying - 4 steps a salesman needs to follow in every sales call if he doesn’t want to lose the deal to competitors - How to treat customer’s objections - 9 ways to detect the prospect’s buying signals - A type of communication with the prospect which may bring sales most of the times but also keeps the salesman struggling to get the most profitable deals - Which is the toughest objection to deal with - How to create value in the prospect’s mind - 58 question to gain agreement from prospects - How small businesses could defeat giant organizations if they are competing for the same deal - 6 reasons why your existing customer may leave you FOREVER - 3 most common buying signals given by a prospect - 175 Hard-Hitting Closing Questions Every Salesperson Should Remember to Close More and More Deals Everyday.

A veteran real estate lawyer explains a commercial real estate deal, offering practical suggestions on how to handle each stage of the process and avoid the pitfalls that can kill it. The author explains the lawyer's role in documenting, reviewing, and negotiating the real estate transaction, from the beginning through post-closing issues, and includes valuable sample language, real-world examples, and tips and techniques for how reach the heartfelt handshake that closes the deal.