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The art of closing any deal
How to Be a Master Closer in Everything You Do
First published 1989 · 336 pages
A confident, tactical playbook that transforms the anxiety of negotiation into a masterclass in human psychology and persuasion.
What it feels like
Reading this book feels like sitting down with a seasoned mentor who knows exactly how the human mind works under pressure. It is a brisk, highly tactical experience that strips away the mystery of negotiation and replaces it with actionable psychology. The atmosphere is ambitious and focused, driven by a confident, authoritative tone that pushes the reader toward mastery. Rather than dwelling on abstract theories, the prose is direct and pragmatic, functioning as a hands-on manual for reading emotions and overcoming interpersonal barriers. It is designed for the driven professional or anyone who wants to navigate high-stakes conversations with certainty. Ultimately, it leaves the reader feeling equipped, empowered, and ready to turn resistance into success.
- Mood
- ambitious
- focused
- determined
- Tone
- authoritative
- instructional
- confident
- pragmatic
- Pace
- brisk
- Themes
- persuasion and influence · emotional intelligence · overcoming resistance · professional mastery
- The writing
- Direct, tactical, and instructional, designed to deliver actionable advice without unnecessary flourish.
- The arc
- Moves from a state of uncertainty in negotiations to a feeling of confident mastery and control.
- Who it's for
- Ambitious professionals and salespeople looking to improve their persuasive skills and confidence in high-stakes negotiations.
About the book
Showing how to read the customer's emotions, this classic gives readers the inside knowledge to overcome any barrier and successfully make the close every time.
Description from Open Library.
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