Glengarry Glen Ross is one of the most revered movies about sales and a portrayal of the dark side of selling.
A group of Chicago real estate salesmen are selling crappy land to people who don’t want it. It’s a portrayal of the boiler room that many envisage when they think about sales people.
Alec Baldwin has one scene in the whole movie and it’s the most famous.
He is there to fire up the sales people and get them closing more sales. The monologue goes:
“A-B-C. A-always, B-be, C-closing. Always be closing! Always be closing!! A-I-D-A. Attention, interest, decision, action. Attention — do I have your attention? Interest — are you interested? I know you are because it’s f*#k or walk. You close or you hit the bricks! Decision — have you made your decision for Christ?!! And action. A-I-D-A; get out there!! You got the prospects comin’ in; you think they came in to get out of the rain? Guy doesn’t walk on the lot unless he wants to buy. Sitting out there waiting to give you their money! Are you gonna take it? Are you man enough to take it? What’s the problem pal?”
and it’s exactly where most people go wrong with selling.
They go into the sales process focused on the outcome of selling: the close.
A sale is the natural outcome of a mutually beneficial exchange.
The mindset you need is: Is the resource I possess and good fit for the resource they possess?
To answer that question effectively you need to ask questions.
‘The close’ will only come when the answer is obvious.
If you want a process for a natural, repeatable sales process that isn’t sleazy or high-pressure then watch this video.
The reality is everyone in sales.
Whether you speak to clients every day.
are looking for retailers or investors for your product.
or want a new position at work.
You’re in sales.
The sales process starts at 32:10.
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