May 12, 2017 — Attend a sales training & motivational seminar, read a few sales training books, watch Youtube videos by sales instructors or listen to some managers during a typical sales meeting and you will likely hear that in order to sell a ‘deal’ the rep must “Always Be Closing” (ABC). Indeed that trendy hypothesis is even used in movies like the popular 1992 “Glengarry Glen Ross” when “Blake”, played by Alex Baldwin, screams at the ‘reps’ – “YOU HEAR ME, YOU (expletive deleted)? ABC. A-ALWAYS, B-BE, C-CLOSING. ALWAYS BE CLOSING. ALWAYS BE CLOSING”.
So Here’s The Scoop: Yes, in the real sales world there is some truth to the ABC technique and the ABC speech in that movie made for a great scene and drama as did the moment when Blake told a sales person, “Put that coffee down! Coffee is for closers only.”
For those who may not know or who might have forgotten, the basic plot of “Glengarry Glen Ross” pretty much centers around a few sales people in a small real estate office who haven’t been setting the world on fire lately with their sales numbers; and the sales reps claim, in part, their problem is due to bad leads.
This “Blake” fellow, however, was hired by the company and shows up at the office unannounced to supposedly motivate the reps, dispel that ridiculous notion about bad leads and to shake things up so the sale reps will close more deals, etc.
To be sure, Baldwin portrays Blake’s character in a convincing manner. However, in the scene about the quality of the leads, selling talent and closing skills, etc. IMO Blake made a serious mistake while belittling the sales staff, beginning when he claimed he “…MADE $970,000 LAST YEAR…”
Then Blake immediately insists, “I CAN GO OUT THERE TONIGHT WITH THE MATERIALS YOU’VE GOT AND MAKE MYSELF $15,000. TONIGHT, IN TWO HOURS. CAN YOU?”
And therein lies the rub, the typical hype from someone who is NOT working the ‘leads’ because first and foremost the quality or lack thereof of any sales “lead” – whether selling ‘widgets’ or slices of paradise – will always play an intricate part as to the disposition (outcome) of each & every sales presentation. Duh!
Secondly, in the movie ‘IF’ Blake could actually do what he claimed he could do in just “two hours” (with 1 lead) then why doesn’t Blake take three (3) leads each day, work 6 hours each day (2 hours per lead) and make nearly the same income in about 3 weeks that it took him a full year to earn the previous year doing whatever it is he really does?
Of course we all know what Blake really does; now don’t we?
That issue aside, the moral to the story this week for every front-end sales rep, every closer and every front-to-backer (F/B) in our industry is to always remember that if a timeshare sales guest doesn’t “like” what you have presented, can’t and/or won’t “use” what you are selling and especially can’t “afford” a vacation plan then guess what? They probably won’t be ‘joining’ today. Common sense, I know.
And even when that type of sales guest does occasionally purchase – after the ether from the presentation wears off and they realize the ‘dream’ and all the associated costs to own/use, etc. do not fit their lifestyle or vacationing aspirations those are the same new owners/members who will be inclined to ‘kick’ (cancel) within the rescission period.
So the next time someone at a management level asks “…where did you get weak…” because you didn’t get the deal or this person claims you failed because “…either you sell them or they sell you…” – and, after all “…An Up Is An Up…” – look them square in the eyes, be friendly, and say something like: “…Hey, feel free to put yourself on point Maestro, take the next shot, write some deals and show us how its’ done…”
Good luck Out There,
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