If you are lucky enough to work for a successful startup in your career, then you will learn one of the greatest skills someone can master.  This is of course, closing a deal.  Sure, any company out there can technically show you how to close.  However, until you’ve seen the heart, determination and will that it takes for someone heading up a startup to close a deal, then you have not seen anything worthwhile.  Closing deals for a startup is something special.  It’s different.

How?  It’s all about being part of something special and most importantly, making your client feel that they are extraordinary.

Walk into a popular fast food chain, and place your order.  Please take note to the lack of care put into getting you what you want.  The next day, go to the newest sandwich shop around you.  See how well they take care of you.  They’ll make whatever you want.  Doesn’t matter what the size, or what the topping.  See where I’m going with this?

When you close a deal at a startup, something really special happens the second the paperwork is in.  The whole office celebrates.  The geeks in the back might even come out and play every once in a while if you really land a big one.  It’s a team effort, therefore a team celebration is in order.

The emotion involved with closing a deal at a startup  is different from anything else that I have ever experienced.  The only thing that tops it is a buzzer beater.  Hitting your sales goal at the last minute.  We have all been there.  It’s getting close to end of business on Friday, and you’re the only left in the office and the phone is glued to your ear.  You know you can get that last deal to close if you give it all you’ve got.  If you’re really good, your week will end as follows, “Sorry I have been slow to get back to you, but  yes, we are ready to get started.  How do I get the paperwork over to you.”  Bam! Over.  You’re a hero.

But…..Then Monday rolls around and you’re back at it again.

A salesman for a startup should always be treated like a Philly sports team.  “What have you done for me lately?”  Closing for a startup is a drug.  Keep your dosage on high all the time, and you‘ll lead a company straight to the top and you‘ll be the one standing when the smoke clears looking down on those who weren‘t as strong as you.  And then and only then, are you allowed to relax….only for a few minutes though.