The Closing Quotient: Connect

Measurement #1: Connect

Customers make a critical decision almost immediately after they meet you. According to the psychologist Albert Mehrabian, within seven seconds of meeting a new person we will make up our minds about whether or not we like that person. That doesn’t seem fair does it? After all, if you’ve only met a person for seven seconds, isn’t making a decision that quickly sort like of judging a book by it’s cover?

If you’ve ever wondered why a good first impression is critical, there it is. We make up our minds about people extraordinarily quickly. And once our minds are made up, it’s very difficult for us to change them. This is why, when measuring your Closing Quotient, it’s so important to evaluate your score in the first category: Connect.

How quickly do you connect with a customer? Remember, you only have a short window to get them on your side. What are you doing with it? Is your energy positive? Are you smiling? Are you rested? Do you know how to break the ice? Watch the video and really evaluate your capacity in this area. It may be the most important of all!