Written by Leslie Ye
In Glengarry Glen Ross, Alec Baldwin plays Blake, a belligerent trainer sent to shake up a tired, underperforming sales team.
Blake storms into a room of unsuspecting reps and starts screaming about prospects. “Only one thing counts in this life — get them to sign on the line which is dotted!” Fortunately for Blake, his character claims to have earned $970,000 in a year. Unfortunately, he’s dead wrong about what ultimately counts in sales. Even in the age of Glengarry Glen Ross, when “Always Be Closing” was the mantra echoing in sales reps’ heads, he was wrong.
The old sales playbook — dragging prospects through a sales process and strong-arming them into a purchase — only worked because there was no better way for buyers to buy.
Today, things have changed. Buyers have access to more information and more options than ever, and salespeople who still operate under the ‘Always Be Closing’ model will find that ironically, more doors than ever are closing on them.
Many sales tactics have changed with the times. But closing is an area where reps still struggle.
It’s easy to see why. The idea that prospects need to be “closed” is, in and of itself, a dated concept. Today, salespeople educate prospects so they can decide on their own whether they’ll buy or not.
“Closing” shouldn’t be something that gets done to prospects. Instead, it should be a mutually agreed-upon outcome that’s a natural byproduct of a helpful, educational sales process.
Traditional closing tactics are left over from an old era of sales. These techniques are particularly cringe-worthy — avoid them at all costs.
1) The Assumptive Close
As its name suggests, the assumptive close operates under the assumption that a prospect is going to buy, even when they haven’t explicitly said so. Reps will ask prospects things like, “So what day should we get started?” in the hopes their buyers will get in the mindset of purchasing the product. Read More