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Thread: "Always Be Closing"

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    Featured Member 21stcenturyfox's Avatar
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    Default "Always Be Closing"

    Firstly can I just say how much I love that there is a place I can come and talk about my work andget great advice from friendly people, thank you fellow SW'ers

    So I hear a lot about the ABCs and the DW course talks about it, but Im still stuck on it. I dont really understand how to always be closing.

    I feel like i sound really stupid, but im still learning so if anyone can expand on this, i would really appreciate it
    "Sex is currency. What's the use of being beautiful if you can't profit from it?" - Lily St Cyr (40's burlesque dancer)

  2. #2
    Kaylinn
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    Default Re: "Always Be Closing"

    I take it to mean like always keep your eyes on the prize. Whenever your talking to a customer, don't let the conversation wander. Keep it focused and in a positive direction. Like...don't sit and let him bullshit for an hour about stupid, meaningless stuff. YOU keep the conversation going wher eyou want it to. If it wanders off, redirect the conversation to where you want it to be.

    The onyl exapmple I can think of right now was this customer I had who wanted to talk about me the whole time, and he kept trying to run the conversation, and I kept trying to put it back on track. Like he said somehting about how I seem like a positive, happy person and I said, yes, your right, I am always happy, but now its my turn to make you happy back in the private room. I redirected the conversation back to the sale. That's nto very subtle, btu of course, there are subtle ways to do it. Like, keep him saying yes. Always ask him yes questions, and always keep the conversation light and positive. Dont get him talking about how his dog died, and how sad it is. Get him talking about what a fun time he has had tonight, and how great it's been, blah blah.

    Basicially, keep your eye on the prize. The interaction with the customer should always be led by you, and in the direction you want it to go in. If it wanders, its up to you to redirect.

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    Featured Member sunnie's Avatar
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    Default Re: "Always Be Closing"

    It's a line from Glengarry Glen Ross, here is the context:

    (Blake flips over a blackboard which has two sets of letters on it: ABC, and AIDA.)
    Blake: 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 fuck 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? (to Moss) What's the problem pal? You. Moss.
    Moss: You're such a hero, you're so rich. Why you coming down here and waste your time on a bunch of bums?
    (Blake sits and takes off his gold watch)
    Blake: You see this watch? You see this watch?
    Moss: Yeah.
    Blake: That watch cost more than your car. I made $970,000 last year. How much you make? You see, pal, that's who I am. And you're nothing. Nice guy? I don't give a shit. Good father? Fuck you -- go home and play with your kids!! (to everyone) You wanna work here? Close!! (to Aaronow) You think this is abuse? You think this is abuse, you cocksucker? You can't take this -- how can you take the abuse you get on a sit?! You don't like it -- leave. I can go out there tonight with the materials you got, make myself fifteen thousand dollars! Tonight! In two hours! Can you? Can you? Go and do likewise! A-I-D-A!! Get mad! You sons of bitches! Get mad!! You know what it takes to sell real estate?
    (He pulls something out of his briefcase)
    Blake: It takes brass balls to sell real estate.
    (He's holding two brass balls on string, over the appropriate "area"--he puts them away after a pause)
    Blake: Go and do likewise, gents. The money's out there, you pick it up, it's yours. You don't--I have no sympathy for you. You wanna go out on those sits tonight and close, close, it's yours. If not you're going to be shining my shoes. Bunch of losers sitting around in a bar. (in a mocking weak voice) "Oh yeah, I used to be a salesman, it's a tough racket." (he takes out large stack of red index cards tied together with string from his briefcase) These are the new leads. These are the Glengarry leads. And to you, they're gold. And you don't get them. Because to give them to you is just throwing them away. (he hands the stack to Williamson) They're for closers.
    I'd wish you good luck but you wouldn't know what to do with it if you got it. (to Moss as he puts on his watch again) And to answer your question, pal: why am I here? I came here because Mitch and Murray asked me to, they asked me for a favor. I said, the real favor, follow my advice and fire your fucking ass because a loser is a loser.

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    Featured Member 21stcenturyfox's Avatar
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    Default Re: "Always Be Closing"

    so saying "you look like you have money and id love you to spend it on me, in return you can watch me dance naked up close and personal for you" is a little blunt?

    hehe, its really hard for me to say what i mean in a cloak and dagger way, i find it tedious but i guess i will hav to learn.
    "Sex is currency. What's the use of being beautiful if you can't profit from it?" - Lily St Cyr (40's burlesque dancer)

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    Featured Member 21stcenturyfox's Avatar
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    Default Re: "Always Be Closing"

    sunnie - wow! i loved that! renting the movie now. im the kind of person who needs a hard hitting ass kicking coach to help me see where i am going wrong so i really liked that.

    i wonder if i can download that scene and play it before i go to work
    "Sex is currency. What's the use of being beautiful if you can't profit from it?" - Lily St Cyr (40's burlesque dancer)

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    Featured Member 21stcenturyfox's Avatar
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    "Sex is currency. What's the use of being beautiful if you can't profit from it?" - Lily St Cyr (40's burlesque dancer)

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    Default Re: "Always Be Closing"

    Yeah, check that whole movie out!! Put yourself in the mind set of Al Pacino's character. Frankly every night and every day I go to work I am Ricky Roma in a dress!! I won't let a conversation wander--no matter how cute or clever and I won't leave that table without at least three tries at a close.

    By the way I don't think directness is necessarily a problem in a pitch. I think you have to determine if he's the type of guy who likes directness or subtlety. I tend to favor city guys because I can be as direct as I want and they like it. The country ones, I have to ease up to sell them.

    Also watch King Of Cars on A&E. It follows the techniques a Vegas dealer and his crew have used to become number 1 in town.

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    Featured Member mina loy's Avatar
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    Default Re: "Always Be Closing"

    i had always wondered what this expression meant, too. i just never got around to asking DW about it.

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    Default Re: "Always Be Closing"

    The concept actually goes back to sales training techniques and philosophies of the 1950s and is one of the core elements of higher end sales training even to this day. Essentially the concept is that as a sales person, you never, ever, walk into a conversation with a customer without understanding the only reason you are there is to guide the customer into a purchase making decision by you closing a sale. In other words, you aren't there to chit-chat for the sake of chit-chatting. You aren't sitting with your customer to make friends or talk about your last family vacation. Now, while those activities may occur, the difference between a powerful sales person and a weak one is that the powerful person uses these activities as a means of eventually closing a sale whereas a weak sales person uses these activities as a means of killing time.

    The "ABC"s of selling is a mindset that you should adopt from the instant you say "hello" to someone. At each and every millisecond of conversation, the idea is for you understand that the single and solitary reason you are even there is to close a sale. That's it...bottom line. It means that every action you take, even down to asking where the guy is from or what brings him into the club has an absolute intention behind it. That every minute thing you do has an intent. If you are asking a question of your customer or making a statement, there should be a calculated reason for doing so. This mindset primarily comes through your own self-confidence in the sale and a lot of it also comes from the understanding that you are doing your customer a favor by selling to them. When you live this mindset and not just think about it, you'll see a massive paradigm shift in the way you make money forever.

    The ORIGINAL Stripper Sales School
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    Things may come to those who wait, but only the things left by those who hustle. ~Abraham Lincoln

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