Fixing Alec Baldwin

While “Always be closing” makes for some interesting drama, it’s a recipe for disaster in this economy. Real sales strategies don’t come from Hollywood –so, how about a plan that you can actually use?

Every sales person, every Alec Baldwin fan, maybe everybody who can read and write, knows the slogan, “Always be closing”. That was the message from his character, Blake, in the classic movie, "Glengarry Glen Ross". As much as I enjoy Alec Baldwin as a performer, "Always be Closing" is a recipe for disaster in the current economy. I'm seeing a lot of individuals "go for the close" (and fail) when what they really need to know is: how to go for the sale.

Here’s a little secret that is the one common characteristic of every successful sales engagement, and every successful sales person. The one most important characteristic of sales success isn’t the killer close, or mental toughness, or a strong forceful personality, or...or whatever.

The best salesperson is ALWAYS the one who is in front of a customer who wants to buy what they are selling. Think about it. Finding a customer that’s buying is the secret ingredient. It’s not some slick closing strategy or verbal kung-fu that forces a sale. If you have the talents of a monkey, and a customer that wants to buy what you've got, you are going to close a deal... and be able to pick up objects with your feet. Impressive! Qualifying an opportunity has never been more important. And, opportunities are scarce! So, how do you do when it comes to qualifying opportunities?

Based on my experience, the number one thing you can do to help grow your business -especially if your business is the "business of YOU": learn how to “always be QUALIFYING”, and the transaction will take care of itself.

Are You Qualified to Drink This?

Questions are a great way to approach an opportunity, because of what is implied behind the curiosity. (And I'm not talking about questions like, "If I can drop the price by 2%, will you buy TODAY?!?") The questions I'm talking about are the kinds that yield results - a series of "yes" answers that helps you to clearly define the customers needs. Your concern, your caring, your experience, your product knowledge all are conveyed ...indirectly. It’s a style shift, and it can be subtle, but the results are huge. The message behind the message is that you are genuinely concerned about the customer's concerns - and, quite frankly, the mutual fit for your agendas. You go from “telling and selling” to helping your customer to solve a problem. As you help to identify their needs, you tailor your services and solutions for what they want, not just what you can do. The best person to articulate customer needs is always the customer. If there’s no need, there’s no sale.

Of course, there are many more aspects of qualification. What’s the budget? How did you hear about me/my company/my gorilla-like reflexes, etc.? Have you ever seen/used/owned equipment like this before? What is the salary for this position? Etc. etc. All important questions, and all must be asked as part of the needs identification and implementation phase.

You still have to ask for the business. But closing is just the final step in the qualifying process. First, make sure that you’ve got a qualified customer that’s come forward with some real clear needs, and you are almost home. With all due respect to Alec Baldwin, remember to “always be qualifying”… unless, of course, all you want to end up with is a set of steak knives.