The Psychology of Closing
How many times have you wanted to do something...but didn't? In other words....how often do you think about doing something but fail to take action? Probably a lot. Probably in some amount this happens every day. Don't fret, it happens to everyone.
Because thought takes very little effort but action takes substantially more. You can think about 30 things you want to do today, but only wind up doing 3 of them because of the effort it takes to overcome the inertia of inaction.
So, why are you required to "close the sale" when your referral sources know damn well why you are calling on them?
Inertia, is "a tendency to do nothing or to remain unchanged". Or to put in in terms that make it easier to understand...."a property of matter by which it continues in its existing state of rest or uniform motion in a straight line, unless that state is changed by an external force".
An external force....that means you! If you don't "change the state" of inaction (not referring), then that inaction is likely to continue. If you don't "change the state" of referrals to a different provider and replace it with a state of referring to your agency, then nothing will change. There are many people who would refer to you if you just "changed the state" of their actions. They do what they do because it's easy....not always because it's good. Your ability to close the sale is what they need to even understand there are options for their referrals.
The "close" is the call to change action. It's the call to move from inaction to action. It's the call to do something differently than it has been done before. If you don't close....inertia wins. It doesn't matter how much they like you, invite you into their office, or tell you that they will work with you....inertia always wins in the end.
So go out and close. Go out and change the state of inaction. Call it whatever you want....but just do it. It works in physics, and it works in sales too.
If you want to know how to really close for success, join me on March 26th in The Woodlands, TX for our first Momentum Selling Seminar of 2021. I'll teach you everything you need to know to close more business and get more referrals.