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What Does Closing Mean?

Closing means different things to different people. What does it mean to you? For some, closing is a technique, a collection of things you do and say to push a client into signing on the dotted line. For others, it’s a verb commanding you to do something to someone rather than with someone. And for others, the word signifies the onset of a negotiation.

Most commonly, people tend to think of closing as an event, or the moment when the client formally commits to making a final business decision—first verbally and then on paper.

Instead, we’d suggest that closing is the process of successful decision making that has happened long before the day the contract is awarded or inked. And often a successful “close” is the direct result of how the salesperson has (or hasn’t) added value to the decision-making process along the way.

The Closing Zone

We refer to the final 20 percent of the overall sales cycle as the Closing Zone. It includes a series of incremental decisions the client makes in order to reach the final business decision. When you move into this particular

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