The "closing moment" is the small window in the space of time where the client decided to "close" with us and the only thing that would be missing from us is for us to "reaffirm" that it was the correct decision.
This window of time opens and closes rapidly. The successful negotiator has the sensitivity of knowing when the client is in this "closing moment" and should not let it slip away. The client typically invents objections at this "closing time" to reaffirm and justify their decision to close with us, and if we do not know how to deal with these final objections we will not close even if the client wants to close.
To close efficiently, we must first understand that we are already at the "closing moment" and also both parties must maintain a "close mentality."
Unlike the client prospecting stage where the main objective is to open all possible windows of opportunity, the closing stage and more specifically at the "closing moment", we must not leave open or half open no window of the many that close and open in the market of opportunities. All windows and doors must be closed in an airtight manner so that the closure is sealed.
There can be multiple closing moments in a negotiation. The key is to hermetically close each moment without linking it to the next.
Among the factors that affect these closing times are:
1) The negotiation process
2) The negotiation plan (strategies, options, alternatives, etc.)
3) The Negotiator, The Negotiator
4) The need of the parties
5) The perceived value of what is being sold
6) Culture etc.
If one of the parties does not have the "closing mentality", even if we prepare and have the most creative negotiation strategies, an efficient closing will not be achieved.
When we want to close and we have done our homework to design a negotiation plan for a specific business situation, we will most likely close. This condition cannot be given from only one side of the negotiating table, to reach an agreement requires that both parties have a "closing mentality"
If the other party does not have a "closing mentality" we must evaluate if we are with the right person; that is, if he is the "decision maker." Understand the situation and ask ourselves if it is really worth continuing in this negotiation process; Or perhaps he is just evaluating options and is transmitting it to us indirectly, by perceiving that he does not have a "closing mentality"
The characteristics of a negotiator with a "close mindset" are:
1) you know what you want
2) know what he and the other party need
3) Don't get out of the way of closure
4) Avoid surprises
5) Avoid any deviation from the objective ("The closure")
6) Execute creative actions to reach closure, among others.
In order to obtain a "closing mentality" one needs among other things:
1) Plan all movement and action in the path of negotiation
2) Prepare with information about the client, the market, its products and services, competition
3) think creatively
4) Think objective
5) Forget your Self-centeredness and Selfishness
6) Control feelings and reactions
7) Be Proactive
8) be honest
9) Thinking «closure»
Finally, to close efficiently at "closing time" we need to do two things: remember that we are already there and regain our "closing mindset."
