VP of Sales (Vivian and Michael's #1 rated dad, Gwen's husband, sports lover, beer fan, I travel as much as I can, read books when I can’t...trying to be kind all the time).
Taking a minute to think about one of my favorite sales movies Glengarry Glen Ross. During the best scene from the film Baldwin’s character goes on an epic rant, and he touches on the ABC’s of sales: Always Be Closing. While I love the film, I have to disagree here. As sales professionals we’re obsessed with closing the deal, which is entirely the wrong way to look at it. Sales isn’t about closing, it’s about opening. Opening the relationship is the hardest and most critical part. So I think we should flip the “always be closing” mindset on its head and think of it more as “always be opening”. Always be opening the next relationship, the next opportunity, the next renewal, the next referral. It’s more about pipeline creation than “closing the deal”. If you open things up the right way, and are obsessed with always building pipeline the deals will close themselves.
If you do proper discovery, put the prospects interests ahead of your own, and uncover a pain point you solve for you don’t even need to close the deal will close itself!
As long as you're opening up new conversations and building relationships, the deals will keep closing by themselves! A great movie reference Paul Noonan
Great movie choice and a spot on observation!
Yes. 100% yes. Internally and externally.
Yes!!
Need spaces Paul!
VP of Sales @ Digitalzone | Driving Growth through B2B Marketing
11moAbsolutely! Sales is all about confidently initiating a conversation to understand the needs and goals of your clients and then devising solutions that are aligned with their objectives. It's important to put yourself in your client's shoes and offer something that is not only meaningful but also has the potential to make their life and job easier. Be a problem solver who can offer practical solutions rather than just being a typical seller. Focus on understanding your client's requirements and providing them with the best possible solutions that can add value to their business. [⚠️] CAUTION: AVOID🚫 the "ALWAYS BE SELLING" ATTITUDE and SELL PRODUCTS OR SOLUTIONS THAT YOUR CLIENTS DO NOT REQUIRE OR WHICH MAY RESULT IN A LOSS FOR THEM. Selling something useless to anyone is not a smart strategy after all!