What It Takes to Close More Deals

Published on May 21, 2019

The saying goes that you can’t teach an old dog new tricks, but that is simply not true—and science confirms it. According to recent neuroscience findings, the brain has a great degree of plasticity, which means it can be retrained. While it is easier to learn new things at a younger age, there is still sufficient plasticity for adults to acquire new skills and a new way of thinking. The only obstacle is our internal motivation to change things.

The brain is made up of thousands of neurons, which are programmed on how to respond based on our earlier experiences in life. Just as they were programmed one way early on, they can be reprogrammed if the situation warrants.

Suppose your closing ratio is low and you constantly hear the criticism that you cannot close a deal to save your life. The more you listen to this message, the more you will attach various emotional feelings to support that statement. After a while, your brain is convinced it cannot close a deal and when it comes to the subject of closing, your brain shuts down or responds negatively.

That leaves you with a choice. You can continue to agree with that assumption or you can change the conversation in your head. Instead of thinking, “I hope I don’t screw this deal up,” you need to think, “Here’s how I will successfully close the deal.”

Here’s why. The mind cannot process the negative. If you are thinking to yourself that you hope you won’t screw this deal up, the brain does not recognize the negative (the word won’t), which leaves you thinking and concentrating on the words “screw this deal up.” It functions as a self-fulfilling prophecy. Fortunately, you can reprogram your mind by thinking about how you will successfully close the deal. That leads to a whole new conversation and one that is devoid of all the negative connotations you have already attached to the concept of not being able to close the deal. Thinking about what you want to happen and how to make it happen is your way of re-wiring the neurons in your brain to help you think and act differently.

Our success starts and ends with the way we think. In what areas do you need to adjust your thinking in order to elevate your level of success? Write them all down and beside each one write how you would want to think in each area. That is the first and critical step. Everything else usually falls into place once you begin to implement a new thought process. Send me your success stories!

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