Remember that scene from Glengarry Glen Ross?
“Coffee is for closers only.”
Sure, sales pro Blake was talking about closing deals, but the way we end conversations matters just as much.
At its core, conversations are also deals – not just exchanges of words, but negotiations of meaning, where each person brings their perspectives to the table and leaves with something of value.
The only way to ensure we all leave the conversation with something of value is to end it well.
But we're all creatures of habit. How we end conversations follows a familiar pattern.
Some of us bail out of a conversation prematurely or abruptly.
Others linger awkwardly, without regard for the outcome.
And yet, the top performers manage to close with intention and clarity every time, no matter the circumstances.
In this piece, we’ll explore different ways of ending conversations at work and how to make sure you get the most out of them.
Which Type of Closer Are You?
1. The Fizzler
Once everyone stops talking, you trail off, say “Okay then…” or “Guess that’s it,” and the conversation fizzles out.
Why it happens: You’re unsure what else to say, or afraid of overstaying your welcome. Often driven by anxiety or social discomfort.
Impact: People leave feeling unsettled or confused. It’s unclear what was agreed—or if anything was.
2. The Chopper
During the conversation, you look like you're absent in all but body. When the meeting time runs out, you abruptly cut things short, as if with an axe. “Okay, gotta jump!”
Why it happens: Poor time management, lack of closure rituals, or chronic busyness. (An acute case of back-to-back-meeting-itus).
Impact: Even when the conversation was useful, people feel rushed or cut off. Loose ends remain dangling.
3. The Super-Closer
This type of closer is the one every manager aspires to be. (Or, if not, should aspire to be.)
Imagine.
You wrap with time to gather key points, fashion these into a neat summary, name next steps, maybe even drop in a question to keep people thinking. (Which is, as we’ll see later, rooted in psychology: the Zeigarnik Effect).
Why it works: You’re intentional about endings. You’ve learned that how things end often shapes how they’re remembered. You know that summaries help create alignment.
Impact: People leave clear, connected, and maybe even a little inspired.
💡Tip For Leaders
Think about the past five conversations or meetings you led. Which type of closer were you? And what would it take to become more intentional?
Why Endings Matter
We tend to think the most important part of a conversation is the middle – the moment of decision, the big insight, the heated debate. It might well be, but what if it isn't just about the heart–or the peak–of the conversation?
Psychologically, the end matters a lot. And feelings matter a lot too.
Daniel Kahneman’s Peak-End Rule suggests that people judge experiences not by how they felt throughout, but by how they felt at the emotional peaks and at the end.
Even a productive conversation can be remembered as frustrating or pointless if it ends poorly.
Psychologist Bluma Zeigarnik discovered another relevant principle: our brains are wired to remember unfinished tasks better than completed ones.
The Zeigarnik Effect demonstrates that leaving something purposefully open-ended can actually boost engagement by creating a sense of momentum and anticipation – that lingers.
Let’s see how we can leverage these two ideas to wrap up your next meeting.
The Art Of Closing
A great ending doesn’t have to be dramatic. It just needs to leave people with clarity and anticipation, a sense of progress and connection, and maybe a little spark of energy.
Here are a few prompts you can use to transform conversations into memorable exchanges that drive action, build connection, and keep momentum flowing long after the meeting ends.
1. Summarise What Matters
"Before we wrap up, let's capture what we've accomplished. We've established our Q2 priorities and identified three key metrics to track our progress."
Why it works: Creates shared understanding and highlights achievements.
2. Assign Clear Action Items
"Jennifer, you'll prepare the client proposal by Wednesday; Marco, you'll gather the market research by Friday; and I'll schedule our follow-up meeting for next Tuesday."
Why it works: Eliminates ambiguity and establishes accountability.
3. Leave Them Thinking
"Before our next discussion, consider this question: What if our biggest constraint is actually our greatest opportunity?"
Why it works: Leverages the Zeigarnik Effect to keep minds engaged between meetings.
4. Show Appreciation and Reinforce Positives
"Thank you all for your focused participation today – especially how you built on each other's ideas. That collaborative approach made all the difference."
Why it works: Acknowledges contributions and reinforces behaviours you want to see again.
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Remember, the way you end a conversation isn't just about wrapping things up neatly. It's about setting the stage for what happens next. When you master the art of closing, you transform everyday interactions into catalysts for action, connection, and continued engagement.
And that's something worth raising our coffee mugs to.
Will you be the Super-Closer who earns the coffee?
At Manageable, we help organisations master the art of clear, purposeful communication – including how to end meetings. Whether it’s sharpening your team’s closing skills, boosting accountability, or building a culture of meaningful connection, we’re here to help.
If you’re interested in learning more about what Manageable can do for you and your organisation, book a call here.
