The ABC’s of sales — Always Be Closing. Alec Baldwin’s character in the film Glengarry Glen Ross couldn’t have pointed that out more clearly, and although it was a wink-wink to the audience (this is a movie, folks) his monologue was right on.
But what about the other letters of the alphabet in regard to sales? I guess Baldwin’s character was in a rush to get home to the wife and kids.
Let me finish for him:
D. Delivery. Make sure you deliver the best pitch you can.
E. Enthusiastic. Get fired up! You’ve got a great product behind you—sell it!
F. Fearless. Don’t be afraid of “No” or intimidated by decision makers.
H. High jinks. Have a little fun—it’s only sales.
J. Jerkiness. “Jerks” sell, nice guys get “rolled.”
K. Killer. As in killer instinct.
M. Motivation. If you’re not motivated please stay home.
O. Outwork. Outwork your colleagues and your competitors.
Q. Quick. Work quickly and efficiently. The clock is ticking.
R. Resilient. Be able to bounce right back after a “No.”
S. Stamina. Hit the gym or take a break if your energy is low.
U. Up. Always be looking up—stay positive!
V. Versatile. Be able to “adapt” to your clients needs/personalities.
W. Win. X. As in X-Large. Think big.
Y. Youth. Think young even if you’re not-so young.
Z. Zest. As in a zest for life.
And please add to the list: A for Attitude, B for Boldness, and C for Confidence. Stick to the letters and the deals are out there for the taking.
What about numbers? Sure, sales isn’t always about letters.
“1” — That’s you, the salesman. You’re number one.
“2” — That’s the prospect. He’s number two, but don’t ever let him think that. Treat them like one.
“3” — The number of times you ask for the sale on a phone call.
ABC. Always Be Calling. The phone is waiting.