---
title: "Bill Gates on closing big deals"
description: "The sales and negotiation lessons Gates gave Alex in his office."
canonical: https://tomsharman.com/bookshelf/the-third-door/bill-gates-on-closing-big-deals/
updated: 2026-11-03
---

# Bill Gates on closing big deals

> The sales and negotiation lessons Gates gave Alex in his office.

Alex Banayan's framework, from The Third Door, pp. 187 to 265.

Framework 10 of 11 from [The Third Door](https://tomsharman.com/bookshelf/the-third-door/index.md) by Alex Banayan. Category: Sales and negotiation.

## The steps

1. **Blast through scepticism with expertise.** Talk fast and go deep on the details until it is clear you are not just a kid.
2. **Sell what they need most.** Large companies move slowly, so sell them your speed.
3. **Take strategic positioning over cash.** A fair deal now that sets up more deals beats a great deal that sets up nothing.
4. **Find their fears and use them.** IBM feared a lawsuit, so Gates insisted on unlimited liability and IBM chose not to take the source code.
5. **Know your counterpart.** Learn their background, personality, business model and cash flow.
6. **Build a genuine relationship.** If the person is your mentor or friend, you may not need to negotiate.

## Where it comes from

From chapter: Step 5: Take the Third Door, pp. 187–265

## The animation

24 seconds, 4:5, no sound.

- MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-third-door/bill-gates-on-closing-big-deals.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-third-door/bill-gates-on-closing-big-deals-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-third-door/bill-gates-on-closing-big-deals.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-third-door/bill-gates-on-closing-big-deals-dark.png