Word of the Month: Open

Always Be Opening

I would rather open than close things. Open a door, a window, a gift, my mind. Open a relationship. Open a wine bottle. Open sesame. I’m an opener, not a closer.

I don’t understand why “closing” is some magical thing for salespeople. When you “close” a deal, you’re actually opening a new – and presumably better – relationship. That’s what I want to do. I want to open.

This might just be me overthinking a single word. But I don’t think so. I think it’s a sign of the times, and I believe we need to quit focusing on the close. We need to think about A-B-O. Always Be Opening.

“Close” has always carried that tone of finality. Centuries old, the word has Latin roots clausus, past participle of claudere “to shut, close; to block up, make inaccessible; put an end to; shut in, enclose, confine.” Don’t forget terms such as close-minded, close-fisted, close call.

Perhaps “close” gained its celebratory sales meaning from a time when Sales was its own division of a company. And when a sale was closed, the relationship was transferred to and opened by another department. The salesperson handed the client – probably a paper file – to fulfillment or delivery or customer service.

We don’t work like that anymore. We haven’t for a long time. Am I going to strike “close” from the salesperson’s lexicon? I’m open to that, but not hopeful.  

I attended a “Coffee & Closers” networking event in Minneapolis recently. It’s a great group with an unfortunate name; I know that most of the people in attendance were open to meeting others, open to new ideas and opportunities. And I’ll go back; I’m open.

Stop closing. Earn the sale and embrace the new relationship. Open doors.