Don't sell the flirt. Value lies in the close.

Money exchanges hands, when problems are solved, would you agree?

This Full Volume is at no cost. Actually, I'm lying; it's going to take at least 5-10 minutes of your time. But bear with me.

From early in my career, I’ve seen one key truth play out time and again. Money exchanges hands when problems are solved.

It’s a simple concept, but surprisingly difficult for some to fully grasp.

Growing up, I witnessed people circle around solutions, flirt with ideas, but never actually tackle the problem head-on. Don’t get me wrong — I used to be the same way and sometimes we all do it. And when you don’t close the loop, you don’t get paid. Yes, I’ve experienced this more times than I’d like to admit.

Take today’s technology, for example. With AI and automation advancing rapidly, companies are obsessed with solving problems faster. But here’s the catch: people don’t actually want to solve their problems — because it’s hard, uncomfortable, and requires change.

They talk about AI or the latest tech solution as if it’s magic, but the truth is, AI doesn’t buy products. People do. And people still need to decide to act, to close the deal, and to solve the issue.

I even came across a video with Sam Altman, one of the co-founders of OpenAI , where he pointed out something interesting. He said, "Most VCs ask the same questions over and over again... like what's your go-to-market strategy or traction? Is the concept proven?" But what they should be asking is, how big is the market opportunity? If nobody else is doing it and you’re first — well, guess what...

Look at Airbnb , Stripe , and OpenAI. These companies didn’t just flirt with ideas, they committed to their vision, executed, and closed on massive opportunities.

This is something I constantly remind myself in my work. Whether it’s finding and structuring deals, talking with investors and investment firms, or day-to-day problem-solving, there’s no shortcut. You can explore ideas and technologies all day long, but unless you commit to closing, nothing will happen...

You ready to close? Let's roll.

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Closing Etymology

The word "closing" has an interesting etymology that traces its origins to Latin and Old French. Here’s a breakdown:

• Latin Roots: The term originates from the Latin word "clausus", which is the past participle of "claudere", meaning "to shut" or "to close." The Latin root conveys the idea of bringing something to an end or sealing it off.
• Old French: The word made its way into Old French as "clos", which retained the meaning of shutting or enclosing.
• Middle English: In Middle English, the word "close" emerged with meanings related to "shutting" or "concluding" something. By this time, it was also being used in reference to the end of a conversation, an agreement, or a transaction.
• Modern Usage: Today, "closing" is widely used to refer to the final stage of a process, especially in business contexts, such as closing a deal or transaction. It signifies completion or the finalization of a decision or agreement.

Thus, "closing" evolved from simply meaning "shutting" or "sealing off" to the more nuanced sense of completing or successfully concluding something — whether it’s a door, a conversation, or a business deal.

A reverse psychology that I often use, that I learned from former FBI agent, one of the the best negotiators, Christopher Voss , is to seek a "no" from the other party.

Why? Because...

Chris Voss: Master of Negotiation

The former lead international kidnapping negotiator for the FBI, is known for his expert negotiation skills. Here’s why he stands out:

• Relentless Preparation: he is famous for being very well-prepared before any negotiation. He does extensive research, looking into not just the facts but also the emotions and motivations of the other party. This hard work helps him handle complex discussions effectively.
• Tactical Empathy: a key part of Voss's method is "tactical empathy." This means he focuses on understanding and acknowledging the feelings of others to build a connection. By truly listening to their concerns, he can influence outcomes while keeping the conversation cooperative.
• Inspirational Leadership: he inspires others to improve their negotiation skills through speaking events and workshops. He promotes a culture of excellence by teaching the importance of mindset, confidence, and strategic thinking, encouraging people to see negotiation as an art.
• Proven Success: Voss has had great success in high-stakes negotiations, using techniques like the "Accusation Audit" and "Mirror Technique." Many professionals have adopted his strategies, showing his expertise in the field.
• Legacy of Excellence: His bestselling book, "Never Split the Difference," has changed how many people approach negotiations, offering practical tools and insights.

Voss's dedication to excellence and his commitment to helping others succeed make him a true professional in negotiation.

Btw — how do you get what you want?

Notable Case Study: Closing the Deal on the World’s First E-Commerce Website

Background:

One of the most iconic stories of closing in business history involves the launch of Amazon.com , the world’s first e-commerce website, founded by Jeff Bezos in 1994.

This case highlights the importance of closing in negotiations with investors and stakeholders in the early stages of a groundbreaking venture.

I The Challenge

In the early days of Amazon, Jeff Bezos faced skepticism from potential investors. Many were unsure about the viability of an online bookstore, especially given the dominance of brick-and-mortar retailers. To secure the funding necessary to launch and scale Amazon, Bezos needed to close deals with investors who believed in his vision.

II The Strategy

1. Visionary Pitch: Bezos crafted a compelling pitch that articulated not just the concept of an online bookstore but also the larger vision of e-commerce. He painted a picture of the future, emphasizing how the internet would revolutionize shopping. This visionary approach helped capture the imagination of potential investors.

2. Research and Data: To bolster his case, Bezos conducted thorough market research to demonstrate the growing trend of online shopping. He presented data showing the rise of internet usage and the potential for significant market growth, addressing concerns about market size and customer acquisition.

3. Addressing Concerns: Bezos anticipated the concerns of investors regarding logistics, competition, and technology. He proactively addressed these by sharing his plans for inventory management, fulfillment centers, and customer service, ensuring investors felt confident in the feasibility of his business model.

4. Securing Commitments: When approaching investors, Bezos utilized the principle of scarcity. He presented Amazon as a unique opportunity in a rapidly growing market, encouraging investors to act quickly before the chance passed. This created a sense of urgency, prompting several investors to commit to funding.

III The Outcome

Bezos successfully closed several key deals with investors, including a $1 million investment from Angel investor Tom Alberg and a $300,000 investment from his former boss, David Shaw. This funding allowed Amazon to launch in 1995, and it quickly grew from a small online bookstore to a global e-commerce giant.

Conclusion

The early days of Amazon illustrate the power of effective closing strategies in business. Jeff Bezos's ability to articulate a compelling vision, back it up with data, and address investor concerns led to securing the necessary funding to launch what would become one of the most successful companies in history.

This case serves as a reminder that closing is not just about asking for a commitment; it’s about building trust and confidence in the vision you present. Or am I off here? (See what I just did there? #ChrisVoss )

Two Execution Strategies for Solving Problems and Closing The Deal

I The Consultative Approach: Uncover Needs and Build Rapport

• Understand Your Audience: Start by actively listening to your client or prospect. Use tactical empathy to understand their emotions, needs, and pain points. This helps you tailor your approach and demonstrate that you genuinely care about their situation.
• Ask Probing Questions: Utilize open-ended questions to uncover deeper insights about their challenges. Instead of jumping straight to solutions, focus on understanding their perspective. For example, ask questions like, "What challenges are you currently facing in your business?" This not only builds rapport but also positions you as a trusted advisor rather than a salesperson.
• Provide Tailored Solutions: Once you have a clear understanding of their needs, present solutions that directly address their pain points. Make it clear how your offering can solve their specific problems. Use examples or case studies to illustrate your points, showing them the real-world impact of your solutions.

II Create Urgency and Close the Deal

• Leverage Scarcity and Urgency: Highlight limited availability or time-sensitive offers to encourage immediate action. Use phrases like, “This offer is only available for the next week,” or “We have a limited number of slots for this service.” This tactic taps into the fear of missing out (FOMO), prompting prospects to make quicker decisions.
• Assume the Close: After addressing objections and presenting your solution, confidently assume that the prospect is ready to move forward. Use closing techniques like, “When would you like to start?” or “How would you like to proceed?” This directs the conversation toward finalizing the deal without putting pressure on the prospect.

Want to know my favourite 10 different closing techniques? Share this post, write in comments "10 C", and I'll share them with only the first 10 people. Remember, if you're not first, you're last (GC).

• Create a Win-Win-Win Scenario: Ensure that every interaction creates value for all parties involved. Start by focusing on the Customer Win—highlight how your solution addresses their specific needs and delivers meaningful benefits. Next, emphasize the Company Win by illustrating how the transaction supports your business goals and sustainability. Finally, foster a Team Win by recognizing and rewarding the efforts of your team members, motivating them to continue delivering exceptional service. When all parties feel like winners, you build trust, satisfaction, and long-term relationships that drive success.

By implementing these strategies, you can effectively solve problems and close deals, creating lasting relationships with your clients while driving sales success. Easy?

A Question For You

Are you a skilled seller, an engaging storyteller, a charismatic speaker, or a relentless, high-impact killer closer who consistently drives results and seals the deal?

A Captivating Video

Since one of my capabilities/business line lies in capital raising, I was searching for YouTube videos and interviews on the topic (there aren’t many...), but I found this interesting interview with entrepreneur, advisor, author, and coach Brad Blazar (would love to interview him). He has successfully raised more than $2 billion — yes, billion with a "B" — and teaches others how to raise $5 million, maybe even $10 million a year, or more.

For more insights on business strategies and professional development, consider exploring resources on effective business planning and leadership development or book an 1-on-1 with me .

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Be Great

- Chris