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..