My Definition of Closing
What my definition of a “Close“?
It is the act of getting a person to make a practical, effective and consistent commitment to a mental shift.
Let’s address the mental shift first.
It’s a Decision!
When someone decides “I’m going to do this!” or “I’m no longer going to do that!”, it’s a decision.
“Feel good” thoughts, wishes and hopes do not count as decisions.
A decision is specific and actionable.
- I have decided to lose weight.
- I have decided to invest in a relationship.
- I have decided to work towards Financial Confidence.
- I have decided to improve my health.
- I have decided to communicate well with others.
- I have decided to invest in my future through a High Income Skill.
All these are specific and actionable decisions.
It must be Actionable.
What separates a “feel good” thought, a hope or a wish from a decision?
We must be able to act on that thought.
Creativity without implementation is irresponsibility.
When you Close someone, they have to consequently be taking precise ACTION.
It must be Effective.
How do we know if an action is effective?
In some way, shape or form, we must see results in the short or long term.
Otherwise, it’s a sign that this action isn’t worth taking.
It’s all about making the right mistakes FAST and surviving to improve that process.
Video the process.
Track the statistics.
Monitor the feedback.
Once you have found your winning combination of micro actions,
it’s all about staying on and improving that track.
They must be Consistent.
After we successful Close a person, it doesn’t count as a win if he or she doesn’t follow up.
Wouldn’t you agree?
Because then, you didn’t really get a decision — you got a lie.
Therefore, there was no real “Close“!
They must stay consistent at making that effective, and actionable decision.
If you have all of the above ingredients in place, congratulations — you have successfully Closed somebody.
And yes, that somebody could also be yourself.
In fact, if you cannot Close yourself to make such caliber of decisions, you will have a hard time Closing others.
Until next time,
The Strategic Closer™
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