The Moral Obligation to Close

The concept of a "moral obligation to close" is a powerful mindset for salespeople. It reframes the act of closing from a selfish act to an act of service.

The Principle

If you truly believe that your product or service is valuable and will benefit your customer, then you have a moral obligation to do everything in your power to help them make the decision to buy.

The Psychology

• People are Indecisive: Many people struggle with making decisions, especially large ones. A good salesperson helps them overcome this indecision.
• Closing is a Service: By closing the sale, you are helping the customer solve their problem and achieve their goals.
• Belief is Key: This mindset only works if you have a genuine and unwavering belief in the value of what you are selling.

The Impact

Adopting this mindset can:

• Increase Your Confidence: It gives you the confidence to be more assertive in the closing process.
• Overcome Fear of Rejection: It shifts the focus from your own fear of rejection to the customer's best interests.
• Improve Your Closing Rate: When you close with conviction and a genuine desire to help, you will be more effective.

This is a key mindset for the "Close the Sale" step in The Seven Steps to Every Sale.