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The clock is ticking... Green Bay legend Vince Lombardi once said, “The Green Bay Packers never lost a game. They just ran out of time.” In all likelihood, Packers assumed that their three-point lead was safe with just over a minute left on clock and Philadelphia deep in their own territory. The win (close) was assumed. As Packer Al Harris said later, “Fourth-and-26 yards, that's like fourth-and-forever.” That assumption cost Green Bay game. It may cost you a sale.
An effective close is carefully crafted to answer these questions: What am I going to do? What are you going to do? What is expected outcome? When you close by gaining a commitment, you make touchdown. Because at end of day, someone has closed customer. Shouldn’t it be you?
Getting win
By most measures 2003 was a successful season for Brett Favre. He passed Dan Marino and climbed into second place on NFL's all-time list for postseason touchdown passes. He surpassed Marino in all-time postseason passing yards, moving into third place in record books. Favre extended his NFL record for consecutive postseason games with a touchdown pass to 15, and pushed his NFL record for most consecutive starts at quarterback to 208.
Clearly, three-time MVP is a player with talent, tools and preparation to win. But his team’s failure to close is what made difference. Favre will be remembered as a champion, but he will never have another chance to win that game.
When evaluating whether you’ve done enough to meet your objective, ask yourself, “Did I close?” That could be difference between winning and losing.
Copyright ©2005 by Sally Bacchetta. All rights reserved.
Sally Bacchetta - Freelance Writer/Sales Trainer
Sally Bacchetta is an award-winning sales trainer and freelance writer. Contact her at sb14580@yahoo.com and read her latest sales articles on her website.