Always be closing (ABC)

One of the guys in the office who thinks he knows everything about selling keeps saying 'ABC - always be closing'. It sounds very basic but I don't want to ask and give him the satisfaction. Is there more to 'always be closing' that I need to know about?

Quote:

Originally Posted by Thomas

One of the guys in the office who thinks he knows everything about selling keeps saying 'ABC - always be closing'. It sounds very basic but I don't want to ask and give him the satisfaction. Is there more to 'always be closing' that I need to know about?

Thomas,

When I started in sales (1986--I'm dating myself!), the training I received from Pitney Bowes was along the lines of ABC. It's a lot to explain in a small space, but it's thinking of every aspect of the sales call as an opportunity to close. That's an over simplification. A few years later, I took PSS (Persuasive Selling Skills) and after that consultative selling became the flavor of the month.

I think prospects have become too sophisticated for the ABC method.

The guy in your office may have been trained this way, or he may just be making the point to always be thinking about closing. You should ask him.

Hope this helps

Susan

Quote:

Originally Posted by Thomas

Is there more to 'always be closing' that I need to know about?

That would depend on what you already know.

"Always Be Closing" could mean a lot of different things to a lot of different people. For some it could mean to always secure a committment after presenting a problem or a solution. This would help keep you from straying too far. To others it could mean the same as "close early and often". Who knows?

Thank you Susan and AZ.

By the way, I went ahead and asked him what he meant and wish I hadn't. I think he likes the sound of his own voice if you know what I mean.

To be honest....it can mean whatever it would mean TO YOU from YOUR life experiences. One thing I have seen as a common mistake of people...is taking other people's advice LITERALLY...BIG mistake.
I have found that life is better viewed in terms of principle....where you could translate anybodies personal experience and amount them to your own personal knowledge. You see....even though we all may speak english, we are still speaking different languages. For instance..... the term "SUCCESS" could be as much money to somebody, as it would be being a succesful family man to the other.
The key point I am trying to make is that only YOU have the power to unlock YOUR own potential...what this person means by "ABC" may not be the route to success that would be for you. The key to "personal" is believing in yourself enough to have the experience neccessary to formulate your own road to successful closing.
In my eyes.....take other peoples advice and practices as things to be made into your own, the only thing that matters....is what this term means to you.

The biggest mistake I have seen in salespeople is that they do not believe in their own abilities enough...I can GUARUNTEE you that most any "average" sales person in a business is not looking to "help you" if they are working off of commision (unless they are a TRULY good person )....but for the most part they will just walk around and try to make you feel like "their knowledge" is better than yours, rather than understanding that different things work for different people.

Good Luck!!!
Hopefully my attempt at a different angle to this concern will help you in some way!!!

Sincerely,
David
p.s. You sound like a smart enough individual to succeed in what youre looking to achieve.

Quote:

Originally Posted by truesaxman

In my eyes.....take other peoples advice and practices as things to be made into your own, the only thing that matters....is what this term means to you.

I am of the same opinion.

Now that you gave him the satisfaction - whatever that means, Thomas - what did he tell you?

MitchM

Quote:

Originally Posted by MitchM

Now that you gave him the satisfaction - whatever that means, Thomas - what did he tell you?

MitchM

It wasn't what he said but how he said it and how long it took to say it.

What it boiled down to was that always be closing means get commitments on everything.

Quote:

Originally Posted by Thomas

What it boiled down to was that always be closing means get commitments on everything.

The delivery might be off but the message is on. ABC is a true sales gem that's worth a mint if you know how to use it.

Quote:

Originally Posted by WobblyBox

The delivery might be off but the message is on. ABC is a true sales gem that's worth a mint if you know how to use it.

I will add ABC to my collection.

Always be closing (ABC)

Closing the Sale Forum