Always be closing (ABC)

I don't think ABC would work well for my customers. They want a few days to look through the brochures. There are so many items to choose from. Most of them call me with their orders before I make my follow up calls. There are a few however, who know exactly what they want when I drop off the new brochure.

To my mind ABC simply means being prepared to ask for the sale at any point in the presentation.

As a tool guy I'm in something of a unique position. I have to sell to the same customers week after week, with a large product line, but a large number of competitors. The challenge is first, to find something new to sell to customers who have often been in the business for years and have seen nearly every tool on the market. Second, to avoid the tendency to "Order Take."

Being prepared to close and sell with out seeming to be selling is the best defense against the tendency to be an "order taker" I've yet found.

Pat

I think the old A B C method is outdated and old school.

If someone kept trying to close me I’d back away or resist.

A B C should stand for Always Be Connected.

I agree, trail closing will give you an estimate of where the customer is in the sales process but continually trying to close the deal then I would back off too.

Always Be Closing The Door Behind You... A series of commitments, large or small. This prevents backtracking.

Quote:

Originally Posted by Houston

Always Be Closing The Door Behind You... A series of commitments, large or small. This prevents backtracking.

Again a very good point Houston.

	#11
ozzie	I don't think ABC would work well for my customers. They want a few days to look through the brochures. There are so many items to choose from. Most of them call me with their orders before I make my follow up calls. There are a few however, who know exactly what they want when I drop off the new brochure. __________________ My Avon Site His & Hers Blog

	#12
toolguy_35	abc To my mind ABC simply means being prepared to ask for the sale at any point in the presentation. As a tool guy I'm in something of a unique position. I have to sell to the same customers week after week, with a large product line, but a large number of competitors. The challenge is first, to find something new to sell to customers who have often been in the business for years and have seen nearly every tool on the market. Second, to avoid the tendency to "Order Take." Being prepared to close and sell with out seeming to be selling is the best defense against the tendency to be an "order taker" I've yet found. Pat

	#13
Snowman	I think the old A B C method is outdated and old school. If someone kept trying to close me I’d back away or resist. A B C should stand for Always Be Connected. __________________ www.optimumautomotive.com

	#14
Snowboy	I agree, trail closing will give you an estimate of where the customer is in the sales process but continually trying to close the deal then I would back off too. __________________ Snowboy I've come to believe; all my past frustrations were actually laying the foundation for understandings that have created the new level of living I now enjoy.

	#15
Houston	Always Be Closing The Door Behind You... A series of commitments, large or small. This prevents backtracking.

Always be closing (ABC)

Closing the Sale