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Be An Opener, Not A Closer

In sales, one of the bad stereotypes is the killer closer. I think it’s a good idea from time to time to examine our language because it has a huge effect on us, often without us knowing it. The fish doesn’t know it’s wet.

First, no one wants to get killed. If you’re interacting with your prospects, clients, networking partners and referral sources with a “killer” mindset, they feel it. And they don’t feel good. Don’t kill people. Help people lead more inspiring lives by being more inspiring yourself.

Second, no one wants to be “closed”. Thinking that you’re going to close a sale means that you’re treating your clients like prey. And they can feel it. Yes, you need to generate business, but closing is so 20th century.

In a more and more interconnected world, if you’re running around closing people, you’re leaving a wake of people behind you who probably don’t feel so great about you. It serves you far better to think in terms of “opening”. Open relationships. Open referrals. Open networking opportunities.

What goes around comes around. Be open. Have an open mind, but not so open that your brains fall out. Always be looking for chances to open relationships. You’ll find there’s unlimited opportunities to add value as an opener, not a closer.

Comments 1

  1. Joni

    Just a thought on the affect of the words we choose: when someone sees a “shrink” (or says he’s going to a psychiatrist to get his head shrunk), isn’t he really seeing someone who will help him expand his mind enough to see the truth about himself? For the last few years especially, I’ve tried to pay attention to how much my words indicate/guide my perspective on things.
    Thank you for sharing your wisdom with us.
    Joni

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