To finish first you must first finish.
—Rick Mears, American race-car driver
You’ve mastered the art of connecting, and learned the importance of clarifying and collaborating from the previous two chapters. Now it’s time to understand and apply the art and science of closing.
In a sales transaction, sales professionals are taught to “close” the sale—this is the point in the sales process where the seller asks the prospect to say “Yes!” In an interview, the “close” is designed to make it logical and easy for the employer to say yes to you.
Closing should ...