The really pro fighters,
they’re just as relaxed in the fight as they are during practice.
And I can see the same thing with closing.
If you can be in the red zone and have the same chill demeanor,
we’re good. Either way,
I just want to help you.
One of the big things that happens when you get into a fight
when you’re early is that you breathe in too much.
You don’t exhale enough. When you’re getting excited,
your adrenaline’s high, like, oh,
I’m about to close one. But the adrenaline is high,
and so you get a little bit more skittish.
If I ever feel like my adrenaline kicks in,
my mental cue is, keep the person first.
May sound like a soft frame,
but it really helps
in terms of how you’ll have the tone to navigate the conversation.
You can keep asking as long as they don’t feel threatened.