Are You A Closer?

You don’t have to go much further than basic cable to discover the term “closer”. ESPN’s Sportscenter analysts will readily force-feed you malarkey (ok, so I have a slight bias due to my affinity for Philadelphia-based sports franchises) on how Mariano Rivera was the best “closer” in baseball. TNT, should you end up on the wrong side of the law, will send in Kyra Sedgewick (The Closer) to make you admit to your crimes- even though had you simply asked to have your attorney present, he would’ve advised you not to say a word. Speaking of attorneys, USA’s hit show Suits presents you with the $12,000 suit wearing, quick-witted attorney Harvey Specter also known as “the best closer in the city”.

What is a closer anyway? Definitionally (no that’s not really a word, but this doesn’t technically qualify as a blog either, so what do I care?), a closer is a person or thing that closes (thank you Webster’s for making me look like a genius). On the serious side of things though, a closer is simply someone who comes in and puts an end to the situation- be it a ballgame (Rivera), a criminal investigation (Sedgewick), or a legal transaction (Specter). So then, I pose the question to you- are you a closer?

In just about every facet of your life you have an opportunity to close a deal. Let’s discuss the one facet where most of us likely do not recognize, thus fail to take, our opportunity to close properly- the Salary Negotiation.

The typical conversation goes like this:
?Interviewer/Recruiter: we’re interested in having you come in to discuss the Sr. Widget Builder position
?You: okay great
?Interviewer: what are your salary requirements? -or- what’s your salary range?
?You (not wanting to shoot yourself in the foot and request a ridiculous salary): One-thousand shillings
?Interviewer (having just gotten a leg up on you): okay, that’s within our range. See you on Tuesday…
?You (left to wonder if you low-balled yourself- don’t worry, you did): okay, see you then

Where you failed, where most of us fail, is the moment you answered the salary range question. The moment you said “One-thousand Shillings”, your opportunity to close flew out of the park like an ill-placed Rivera fastball.

Remember dodge ball in gym class (by the way, you weren’t as good as you thought you were)? The salary question is the ball and it’s coming, whether you’re looking or not. You better be an artful dodger.

“But, but, but… how do I avoid giving a number?" Glad you asked. Several scenarios come to mind. There’s the FBI Interrogation method- where you mimic the speaker’s behavior and question by returning volley with the same question.
?Interviewer/Recruiter: What’s the salary range you expect to be paid?
?You: What would you say the salary range for this position is?

It works even at the offer stage:
?Interviewer/Recruiter: So we’re offering a salary of $1,000 shillings
?You: So you’re saying the salary for this position is $1,000 shillings?

There’s also the Stubborn Mule approach:
?Interviewer/Recruiter: What’s the salary you’re looking for?
?You: Well, I prefer not to cloud the conversation with numbers until we discuss the responsibilities of the position
?Interviewer/Recruiter: But, we don’t want to waste yours or our time if we’re far apart on the numbers, so do you at least have a range?
?You: I’m sure what you’ve budgeted for this position is in line with the market average. Besides, this is a great company, I wouldn’t view an opportunity to discuss any position as a waste of time.

Then there’s the "Let’s Get Straight Down to Business” approach (best IF used only in scenarios where A) you actually know your worth in a given market, B) the job you’re applying for requires a talented negotiator, or C) you’re not really in NEED of a new job.):
?Interviewer/Recruiter: What kind of pay are you looking for?
?You: Let’s be honest, this job is looking for a shrewd negotiator. Would you really respect me if I actually gave you the number and pretty much forfeited my power in this negotiation? How shrewd would that be?

In short, the rule of thumb when negotiating a salary is simple: the first person to a number loses. So get to dodging… and be the closer you always thought you were.