What Closing Is
You’re here to close deals. You’re here to be a closer. You want to close the client, get the signature, and beat your competition into the dust. So you look for books on closes, audio tapes on closes you can use, training on how to close more deals. I’ve been there. I memorized a ton of them once.
There’s one small problem with that mindset. Small like the Hoover Dam.
You’re focusing on the wrong thing, the end result. Closing is the culmination of all the rest of the things you do all day. If you’re doing the rest of your process well, and working the plan you’ve made for yourself, the closing will take care of itself.
The great salesmen I know don’t worry about closing, they worry about making the right relationships and taking care of their clients. They spend more time prospecting and nurturing conversations than closing. They track way more than just a closing percentage as a sign of success.
