The Ultimate Secret on How to Close More Deals

Published on March 1, 2011

The secret to you closing more business lies in your energy and thoughts!

Last week I had to call back a senior executive of a client who hired me to speak to his team last September. The speaking engagement went very well and he wanted to talk to me about a bigger project.

On the phone, he immediately started to tell me he could not go forward at this moment due to a re-organization. Immediately I felt my energy tanking and the negative thoughts of not getting a deal starting to cloud my mind. Realizing this, I immediately changed wavelengths and thought about how it would feel when we agree to extend the relationship.

Just this shift in thinking and energy led to a critical question where I asked him to tell me about the re-organization. He started to share the goals, challenges and status of where things stood. I shared with him a critical mistake that many organizations make regarding the issues he was dealing with.

That suggestion caught him off guard and he asked me for a proposal. Imagine that; a legitimate opportunity that would never have occurred if I let my energy control my thoughts at the time I thought there was no business.

The mind is very powerful. If our mind is filled with negative thoughts and emotions, our actions will in turn attract negative results. Life is about energy. What we project is what we get in turn.

No matter your situation, don’t think about what you don’t want to have happen. If I ask you not to think about pink elephants, what are you thinking about? Pink elephants! The mind cannot process negative thoughts.

Whatever you are thinking about what you don’t want to have happen will happen! Conversely, whatever you are thinking about what you want to have happen will happen!

What should you be thinking about? Your answer will dictate whether or not you will close the deal!

Want to know about other beliefs and traits Top Producing Sales Executives, Professional Service Providers and other People of Influence use on a daily basis? Download for free the first three chapters of my bestselling book Lead, Sell or Get Out of the Way!