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Blog Category // Closing

Proposal Cartography: Mapping the Journey to 'Yes'

You’ve been working with your contact and their team for several weeks. Most of this time has been working on adjusting what ...
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A Guide to Big Wins: How to Close Enterprise-Level Deals

The strategies you might use when pursuing a small or average-sized company cannot help you win large clients. These large ...

Stop Overcoming Objections, Start Resolving Concerns in B2B Sales

Over time, B2B selling has changed and become increasingly more complex. A large part of the changes in how we sell in the ...

The Ultimate Sales Presentation Outline To Close More Deals

A small hole can sink a big ship. Even the smallest crack can let in water; before you know it, you’ll be sinking faster and ...

How to Close More Deals in 2023

One way to measure sales success is the number of deals closed. While some deals are larger than others, and some are easier ...
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Increasing Average Close Rate for Sales

The close rate, also called the win rate, is a common statistic for measuring sales effectiveness. The average close rate ...

How to Close the Deal

There was a time when the most important training a salesperson would receive was concerned with closing. During that ...

Cold Calling Examples: 3 Scripts to Close More Deals

Nobody likes rejection. If there’s one statement I can make that I think is universal to the human experience, it’s this ...

6 Results-Driven Sales Scripts Used by Top Salespeople

Is your close rate where you want it to be? If not, the problem may be in your phone game. In fact, 86% of prospects aren’t ...
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4 Cold Calling Scripts to Close any Sale

Cold calling gets a bad rap these days. You may have seen the statistic that most cold calling professionals report a 2% ...

First Meetings: Why Opening is The New Closing

Everything good that ever happens is the result of meeting a stranger. Your significant other was once a stranger, as was ...

Trading Value for Macro and Micro Commitments

The Gist: There are three variables necessary for acquiring a meeting with your prospective client. Using these variables, ...

On Gaining Traction: How to Keep Commitments and Win Deals

The Gist:

How to Talk to Your Team About Closing Big Deals

One of the most significant changes in sales is the meaning of the word “closing.” In the past, sales leaders would suggest ...

Small Commitments Mistaken for Larger Commitments

A bank can give you a credit card with little trouble. The goal of the bank is really to get you to borrow money, as that is ...

A Book and Its Cover: The Lost Art of Closing at One Year

It was one year ago today that I published my second book, The Lost Art of Closing: Winning the 10 Commitments That Drive ...

The Lost Art of Closing for the One Call Close

A reader of this blog emailed me to ask me about applying The Lost Art of Closing (TLAC) as it pertains to the one call ...

5 Reasons You Haven’t Bought The Lost Art of Closing

There were risks in publishing a book with the word “closing” in the title. The word “closing” comes with some baggage. The ...

Why You Struggle to Gain Commitments

Here are the top two reasons some people in sales struggle to gain commitments, both of which are very difficult to ...

November 8th: 90 day anniversary of The Lost Art of Closing

Today it is 90 days since I published my second book, The Lost Art of Closing: Winning the 10 Commitments That Drive Sales.

The Final Ask Is the Easiest Commitment to Gain. Or the Most Difficult.

The final ask, The Commitment to Decide, is either the easiest commitment to gain, or it is the most difficult. How you sell ...
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