Updated: Nov 18, 2018
Views of the world are driven through the lens you choose to see through. Depending on what lens you select, it can either motivate you to succeed or hinder your ability to achieve your goals.
My definition of closing is simple:
The act of providing a new perspective to induce a mental shift.
To accurately understand the leads I work with, I have learned that there are three components to undergo a mental shift; Mindset, Skill, and Knowledge.
Working on my mindset was all about viewing the route to success as an attainable path. The word "impossible" was often used without acknowledging the consequences it had on my subconscious. It wasn't until I started immersing myself in self-improvement books and courses, that I found myself to be MY OWN limitation. I managed to escape from my comfort zone and open my mind to abundance. Shortly after, the definition of impossible slowly left my vocabulary.
Once I decided to have faith in the person I wished to become, I knew I had to pursue a skill that would push me toward my goals. I decided to invest in myself and take the time to acquire a high income skill. (Click here for insight behind this decision). I thought to myself, what was more valuable than learning a skill that is needed on a daily basis? Not only could I use this skill to close others, but I would learn an effective way to close myself.
Closing myself to wake up early every single morning
Closing myself to accept failure and move on
Closing myself to continue on the path towards my goals
Closing myself to enjoy the feeling of being overwhelmed
The list can go on and on..
As soon as I acquired this skill, I made a plan. "What do I want to achieve by the end of this month? How about next month? By the end of this year?" Once my due dates are put in place, there is nothing left but to execute and integrate newfound knowledge.
As the all-time bestselling book Think and Grow Rich defines it, there are two different types of knowledge that we can acquire; General and Specialized. Although it's interesting to know concepts like the alliances in World War Two, I knew this type of knowledge would not help me further the skills I was attempting to forge. Whether it's reading, or replaying videos from my high-ticket closing certification program, I found ways to gain the specialized knowledge that would improve my closing career.
Going through these three components was critical when I began communicating with leads over the phone.
I am now able to understand that:
The mentality society has constructed is maintained by the feelings that comfort creates. We desire the moments that lessen our anxiety and allow us to remain at ease within our comfort zones. Let's face it, change can bring on risks that we may be uncomfortable with.
When I take this idea of comfort and translate it to closing a high-end deal, prospects will always view services as a risk.
By relaying the significance behind these three components to the leads I speak to, I am able to mold their lingering fear into positivity. So, rather than inhabiting a threatening idea, prospects can now be exposed to an outcome that is beneficial, fun and reinforcing.
As a closer, I give leads a specific lens to use, it is up to them to decide if they want to see through it.