I do not use the word close in much of my writing due to the negative connotation that it seems to bring. In many cases, this word brings more anxiety than breaking the ice at the beginning of a sales cycle.

I recall a gentleman sitting on the front row of a breakout session I was conducting. He said, “The closer I get to the close, the more I sweat!”

I like to use the phrase gaining commitment. If I have done my job in the first ninety percent of my sales process, then gaining commitment is the natural progression to complete the process. It seems to carry less pressure and it is merely a result of how well I have proven that I can fill the prospect’s need.

“You don’t close a sale; you open a relationship if you want to 

build a long- term, successful enterprise.” ~ Patricia Fripp

I agree with Patricia. This particular transaction is one of many that I hope to conduct over a long-term relationship.

So, don’t sweat the close. Do a great job of connecting, listening and providing a viable solution for your prospect. Gaining commitment will be a natural process to a long-term relationship.

Have a great week!