One of the greatest sales movies of all time is the 1992 “Glengarry Glen Ross” classic starring Al Pacino, Jack Lemmon, Alec Baldwin, Alan Arkin, Ed Harris and Kevin Spacey. If you have been so fortunate to have seen this flick, you know what I am talking about. If you haven’t ever seen this movie or have no clue what I am talking about, then stop reading this article immediately, and go find and watch it now. I’m serious! Go!
OK, now that you have seen the movie and hopefully purchased it for your personal viewing collection, the premise of the plot is the grotesque closing-at-all-costs environment that most sales offices still embrace. ABC: “Always Be Closing.” Most of us grew up in the world of sales, and can remember that ridiculously cheesy manager who always told you to always be in full closing mode. Close everything, and everybody. Never shut it down. Heck, I’m sure that we’ve all embraced this sales stupidity for a moment in time only to find out that it made our stomach’s turn as much or even more than the people we were trying to close. We all know that it’s just not natural to implement this dated ABC mentality.
Therefore, I think the new ABC of sales should be “Always Be Considerate.” That’s the sales mantra I wish the annuity world (and the entire sales world for that matter) would accept en masse. I know that I’m a dreamer and could be classified as an idealist, but let’s continue with the “Always Be Considerate” thought and why the time for this incantation is now.
There’s always a story
I have to frequently remind myself of this because many times things don’t go as planned during the selling process. We all know that. The cases that you think are going to close sometimes don’t, and vice versa. Instead of killing yourself trying to guess why sales happen or don’t, it’s better to just chalk up any sales results to the “story” the client or prospect decided not to share with you.
I recently wrote an article about always being on the client’s time frame because of the unknown details that usually determine whether someone moves forward with the recommendation or not. It’s imperative to be considerate to the “unknown story” and to let the sales process take its own course and its own time frame.
Forced sales violation