Mariano Rivera retired recently from the New York Yankees. He has an impeccable personal character that is unmatched in this age of sometimes criminal sports figure behavior. At 44 years of age and after 19 major league seasons his ERA was a sterling 2.21 and he was showered with more accolades from competitors than any sports personality I can remember.
When Mariano arrived at the mound in the 9th inning announcers introduced him as a "closer." This made me think of the sales end of our business. How often have we been told about the importance of "closing" the sale? Writers and teachers usually infer that once a sale has been "closed" all is well. But in reality nothing could be further from the truth.
In Mariano's case he had to face at least three major league hitters. "Closing" a sale is no easier. We still have to do the job. Everything to this point has been promises. The "closing" of a cleaning job is, in fact, just the "opening" or the "beginning" of what should be a satisfied customer and a long business relationship. Our careers demand it!
When we "close" the sale, we feel good about getting the job, but customers may actually feel a degree of anxiety or have a touch of "buyer's remorse" since they have yet to see our finished products or services. Now is the time to step up to the plate and deliver a memorable, long lasting performance. Our customers deserve it!
