The Closing Protocol: Binding the Deal

THE BRUTAL REALITY: A HANDSHAKE IS NOT A DEAL

A deal is only real when the money is in the bank and the contract is signed in blood (or ink).

The Conflict: You think you've "won" after the meeting.

The Truth: Most deals die in the "Implementation Gap."

The Fix: The 7-38-55 Rule and the Rule of Three.

1. THE 7-38-55 RULE

If their words say "Yes" but their tone says "Maybe," they are lying. Trust the body, not the mouth.

2. THE RULE OF THREE

Get them to agree to the same thing three times in one conversation:

1. The initial "Yes."

2. The "How will we do it?" confirmation.

3. The "What happens if it fails?" scenario.

If they can't answer the third one, the first "Yes" was a lie.

SMART WORDS

THE YES TRAP

The "False Agreement." When an opponent says "Yes" just to get you to stop talking, with no intention of following through.

IMPLEMENTATION GAP

The "Death Valley." The time between the verbal agreement and the actual execution where most deals fail.

THE PINCH

The final move where you ask for one last small concession to test the strength of the agreement.

TACTICAL DIRECTIVES

1. The Body Audit: Next time someone says "Yes," look at their feet. If they are pointed toward the door, they aren't committed.

2. The Triple Check: Ask: "What does success look like for you on Day 1, Day 30, and Day 90?"

3. The Last Word: End the negotiation by summarizing their position perfectly. If they say "That's Right," you have won.