ABC in sales… still sexy?

ABC – the basics of how to sell

or

ABC = Always Be Closing

I will always  be amazed at the messages I receive from managers, like “Give us a training on basic selling skills. The ABC, you know.” And some of them don’t realise ABC may stand for “Always Be Closing” although what they ultimately want to happen is… closed deals!

Whatever is being done in relation to developing and motivating sales people it ABSOLUTELY ALWAYS is expected to result in increased sales. How many sales training and coaching and motivation programmes focus on CLOSING?

So, here’s my challenge to you: the ‘abc’ of selling is to learn how to ABC (Always Be Closing). What’s the point of chasing the object of your affection if you don’t get together in the end?

And if you atterly enjoy the thrill of the chase – what would happen if you chase more often rather than prolong one chase to exhaustion?

Let me know what you think..

 

 

 

12 Responses

  1. I’m not sure if ABC is right for todays market.
    ABE might be more appropriate – Always Be Educating.
    Giving the appropriate information to your prospective client leads to a sale without having to chase.

  2. Selling means to close a deal. Yet ABC is so retro. Today’s market demands different things from sellers and pushing to close is hated by the clients. Today selling is building relationships and networking.

    • The tainted ones are uaslluy also the ones who complain about money about themselves not having enough, about there not being enough to go around, about the plight of others who are suffering yet these same tainted, grudge-wielding types can’t produce enough to help themselves or the people they claim to have such sympathy for because they simultaneously hold negative attitudes toward success itself. You keep on doing what you do, Grant, because you’re doing a WORLD of good.

  3. wow, nice article…keep share…

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    • Sorry you feel that way. Professional sales people aalculty use wisdom and knowledge to guide people to the best decision, even if that decision is to not buy.I believe you are referring to the stereotypical, plaid-jacketed used car salesman.No worries, but you haven’t met my team.

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