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Always Be Closing (ABC) is a catchphrase for a sales strategy that emphasizes closing the deal at every point in the sales process. It implies that a salesperson should constantly seek out new clients, make a proposal to them about goods or services, and close the deal.
The 1992 movie Glengarry Glen Ross, which showed the competitive and immoral side of the sales profession, popularized the expression. On the other hand, ABC does not advocate consumer aggression or manipulation. It involves being tenacious, proactive, and assured of your value proposition.
ABC can help you improve your sales performance by:
- Keeping you concentrated on your primary objective—generating a sale.
- Assisting you in overcoming client issues and objections.
- Urging you to request the order and complete the transaction.
- Improving your revenue and conversion rate.
Unfortunately, ABC is not a general-purpose approach. It necessitates flexibility in dealing with various consumers and situations, as well as knowing when to move on from a prospect who isn't ready or willing to buy. Also, you must strike a balance between your closing efforts and those of developing rapport, identifying needs, and offering value.
Here are some tips on how to apply ABC in your business:
- Qualify your prospects: Verify a prospect's eligibility before devoting time and effort to pursuing them. This indicates that they are interested in your offer, have a need for your good or service, and have the power and resources to make a purchase.
- Create urgency: Lack of a sense of urgency is one of the key reasons prospects don't make a purchase. They could believe they have time to think about their options or postpone making a choice. You must generate a sense of urgency by emphasizing the advantages of purchasing right away, the dangers of delaying, and the limited availability of your offer in order to overcome this.
- Handle objections: Sales will inevitably encounter objections, but they are not always bad. They show that the potential customer is interested and engaged, but they also let you know that they have certain worries or queries that need to be answered. You must pay close attention, understand the prospect's perspective, show empathy for them, and offer a solution that meets their needs if you want to successfully resolve objections.
- Ask for the order: Asking for the order is ABC's most crucial step. Due of their fear of rejection or the misconception that the prospect will agree on their own, many salesmen avoid doing this. On the other hand, if you don't ask for the order, you can forfeit the chance to make a sale to a rival. You must list the advantages of your offer, make a particular action suggestion or next move, use a trial close or a direct close, and ask for the order confidently.
