20 Ways to CLOSE
Nick Fellers | April 28, 2009
Here’s a new audio that is being mixed (in post-production). It will be released and sold later this summer as a packaged CD (yet to be named) around ‘Closing the Ask.’ Blog readers stream the audio for free below.
This is something people have been asking for. I’ve long refused… pushing the importance of being AUTHENTIC (vs. a parrot). Now coaching for many years I’ve come to realize some people will be parrots and others will draw up their own conclusions, their own closes (I hope you share them). My favorite is the Goonies Close!
Here’s an outline of the closes – audio is 70 minutes.
0:00 Greeting
2:08 The Clueless Close
3:37 The Listening Close
6:29 The Higher Level Close
9:56 The Qualifying Close
15:26 The Math Close
19:05 Conversations To Have With Your Board
25:17 The Binary Close
27:37 Holy Audacity
32:39 The Permission Close
34:54 The Goonies Close
38:35 Top Of The Mountain Close
40:59 The Predisposition Close
43:14 The Action Forcing Event
47:14 Practice Close
50:41 The Handful Of People Close
58:15 The Self-fulfilling Prophesy Close
1:00:33 The Momentum Close
1:06:54 Handling Objections
1:14:17 The Transformational Close
1:16:44 Wrap-Up
13 Comments So Far
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Niels - April 28th, 2009 12:44 pm
Thanks for sharing this experience. Of course, every conversation is different, but your point that you should not be tripped up if someone complains about your organization is priceless.
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Nick Fellers reply on April 29th, 2009 7:38 am:
@Niels, Thanks (always) for your thoughts/feedback
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Robert Price reply on April 29th, 2009 2:57 pm:
Great thinking and a tremendous encouragement to do what we all know we must.
I think that the problem is that we think too much! I can “think” my way out of doing most anything but when I alloy my passion and committment to take over, I can move mountains.
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Nick Fellers reply on April 29th, 2009 3:04 pm:
@Robert Price, Amen!
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Chuck Warpehoski - April 28th, 2009 1:31 pm
I love the focus on developing your own authentic close. The examples do help, though. Kids copy their parents on their way to doing their own things. Thanks for putting this out there!
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Nick Fellers reply on April 29th, 2009 7:36 am:
@Chuck Warpehoski, Great point re: kids. It finally dawned on me one day that I’ve listened to Zig Ziglar some 50 times, but I never repeat him – just pick up attitudinal bits / phrases…
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Theresa - April 29th, 2009 9:15 am
Absolutely wonderful that others recognize and plan for ‘closing’ variances.
Thanks
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Mark Kordic - April 29th, 2009 9:54 pm
I love the sensitivity to flow of the conversation and the need of the investor…thanks!
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Dan Kirsch - April 30th, 2009 1:15 pm
In listening at various points about the perfectionist’s thinking trap, I was reminded about Al Maguire, the late Marquette hoop coach and tv analyst.
He always said that with the game in the balance, he didn’t want his Dean’s List player standing at the free throw line because he’d be thinking too much about the situation and what was at stake and might freeze up. Al preferred the player who could just step up and execute the shots like he’d done thousands of times in practice without thinking. There’s an insinctive, trust-your-gut component to all of this work – call it authenticity – that a staff full of Phi Beta Kappas might never grasp.
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Ilaria Vilkelis - May 3rd, 2009 4:00 am
Thank you very much for sharing these nuggets of wisdom. I very much enjoyed the variations on the theme and the subtle distinctions between different closings.
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Victoria Odhner - May 5th, 2009 1:23 pm
Thanks. Would love the MP3. Info@creeksidecenter.org
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Janice Fonger - May 12th, 2009 3:26 pm
Thank you for this awesome resource. I’ll definately share this with my director and fund board. Any help we can get!
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Kathy Catino - January 17th, 2011 3:48 pm
Do you have a power point or handout listing each of the closings types?
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