We’ve all heard the phrase, “cocoa is for closers.” But is that all that these cocoa worthy people do all day, close deals? If it was, then we should label them as order takers. However, I know that there is a lot more that goes into what makes these individuals successful. Here are 3.

1. Stay focused on what’s most important. Warren Buffet is arguably one of the greatest “Closers” in US History. In a letter written to shareholders Warren wrote, “Charlie (Munger) and I would much rather earn a lumpy 15 percent over time than a smooth 12 percent.” In other words, there are going to be some peaks and valleys along the way. Keep your head in the game and stay focused on what matters most. In the end, your reward will be greater if you don’t lose your head over the volatility and sell yourself short.
2. Real closers are self-motivated, aka HUNGRY (hence the cocoa). I had the pleasure of listening to Patrick Lencioni this year discuss his research in The Ideal Team Player. He shared that one of the 3 most important characteristics an individual can have is hunger. This isn’t something that you can instill within someone. A micro manager might be able to keep his/her team on task, but their energy needs to be invested in everything they do. They must be self-motivated.
3. The AND mentality. Successful closers can be nice and candid. They understand that there is success enough to go around, and they are willing to help others be successful. Stephen R. Covey calls it the Think Win-Win habit. You can challenge your prospects and empathize with them. There is no if/then. Your success is my success.

In the end, Closers aren’t just order takers. They keep their head in the game with a goal in sight; they are hungry and self motivated; and they live with an AND mentality.