Focus on Opening Not Closing

I think they make it look effortless because they’re detached from making the money. They’re detached from it and they have detached from the word “closing”. In fact, the best in the world don’t even think of that word. Closing is very final, very forceful, and there’s pressure when you start to close.

I think the one salesperson that’s had that amazing career opens instead of closes. They open a relationship, they open a partnership and you’re on their team, you’re on their side of the desk as opposed to being across the desk pitching them on your products or services. I think being a partner with your client really is the mark of a salesperson that will have a very long and successful career.