THE END GAME: WHY YOU MUST ALWAYS BE CLOSING IN SALES OR LIFE?
Like most things in our current times, the so-called pundits/experts have tried to revise this old acronym of ABC (Always Be Closing).
As the short clip above of the classical film, “Glengarry Glen Ross”. The scene displays Alec Baldwin playing the character, “Blake”. The seen is iconic and like the “The Prince” by Machiavelli, its frowned upon like a dark truth a family does not want to reveal and hides underneath its carpet.
The film depicts the negativity or as some will say the dark realities of sales. And as is custom, mostly in the west to ignore the negative and focus primarily on the positive leads to negativity once all is summed up.
What is meant by this?
If you ignore your weaknesses in order to avoid certain truths just because you cannot handle the pain, or because you simply want to avoid the pain. You will ultimately fail, as this is a delusional path that preferably must be avoided.
Always Be Closing, speaks that in sales, the salesman or woman must always have the end game in mind. To close the prospect and make a sale. The mantra does not guarantee a sale and its not about the micro events of approaching or cold calling the different prospects individually. It’s about the big picture; not focusing on winning every battle, but keeping your intent on winning the war, the end game. It’s good to win each battle, but even in the ancient text, “The Art of War” winning the decisive battle (the war) is the only important thing. And its in this context and that ultimately closing is the only important thing.
Its does not mean you do not give great service, you do all of that, however, as you engage in the battle of sales, with each skirmish have the end in mind with the close, the sale, the deal. In chess only during the end game phase is the winner usually determined.
Writings from my book, “THE UNTOLD TRUTH OF SALES: CREATE URGENCY”.