What’s one of the first questions our manager asks us when we return from a meeting with a prospect or client? It’s “Did you close the deal?”
I began to wonder, though, why it’s called a close. The word “close” means to end or conclude something. Yet, when we first sit with a prospect, are we looking to close? I don’t believe we are. Instead, we’re aiming to open.
The purpose of our meetings is to open the door to a long-term relationship with the prospect that’s based on knowing each other, understanding objectives and dreams, and establishing trust. That’s the purpose of every meeting we conduct, no matter what the immediate result might be. In the future, the meeting might open doors to a business relationship, multiple deals, referrals and perhaps friendship.
To say we want to close is using a negative word. Negative words and thoughts create stress and fear, which shuts down our logic and reasoning. So why should I wire my brain with a negative word? Why should I worry about a meeting before I even go there?
What do you think the impact will be if our managers or partners asked us, “Did you open the deal?”
Personally, I am shifting my words from negative to positive, so I focus on opening a new relationship with the person sitting across from me.
Ali Arayssi Sr., of Beirut, Lebanon, has been an MDRT member since 2019.
Great mindset. I totally agree. If the goal is long-term relationships as opposed to merely making a one-time sale today then “opening the deal” makes a lot more sense. It also takes a great deal of pressure off of the advisor and the prospective client.
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