[MUSIC] If you have targeted correctly, generated leads within that target and qualified them, you've run your high impact meetings, you've handled objectives, and you've told your best stories, guess what? You have earned the right to close this deal, to ask for the job. And yes, sometimes, you do need to ask. Sometimes, you need to say, are you ready to move forward? Or if you're hoping to get a job at a certain company, you might say, will you recommend me for this role? These are closing questions. Here's the way I'd like you to think about this. In my MBA courses, I ask my students if any of them are married. Hands always go up and I pick one. I ask that person whether they asked their spouse or partner to marry them and often they say yes, I did. And then I say, right before you asked him or her to marry you, weren't you pretty sure you were going to close the deal? And they always laugh and say, well, of course. Well, guess what? That's closing. You close when and only when you have built a strong relationship and you've earned the right to ask by demonstrating all of the other things that you've learned in this specialization. Just a few weeks ago, I had a friend come and see me to tell me about a job that she was very excited about. She had interviewed with the CEO just the week before and she thought the interview went really, really well. And then here face changed and she looked at me and she said I haven't heard a thing from these people. I've sent an email, I've sent a call, nothing. And I thought the interview went really well, I thought the job was mine. And I asked her, I said, did you close them? And she said, what do you mean? And I said, here's what I want you to do, when you leave this meeting, go out to your car, pick up your phone, call that CEO and close him. Say to him, you know what, I thought we had a great interview last week. I'm your gal, I'm the person to help this company go to the next level. Let's do this deal. And guess what she did? She went straight out to her car, she picked up the phone, she called that CEO and she got that job. She closed, she had earned it. She had earned the right to close that deal. Closing is not a mystery, it's not a trick or technique, it is the natural outcome of a sale done well.