Make More Money-Stop Trying to Close Prospects

One of our sales training clients (an insurance agent) just completed business with a new client and made a sizeable commission check. A commission equivalent to a Realtor closing a $2.5M real estate transaction in San Francisco.

ABC, or "Always Be Closing", a phrase used within salesperson circles, is actually offensive to consumers or business owners deciding if they want to do business. Consumers know about ABC.

I admit that ABC gives structure to assist salespersons in going through mechanical methods to present products and services. The frustrating part about ABC is salespeople walk away from prospects who reject their offers feeling they will do better next time. Or, salespeople use the phrase "it's a numbers game"..."I'll get the next one".

Doing the same thing over and over again is the definition of insanity and creates major anxiety for both the salesperson and, surprisingly, the prospect. However, the prospect who did not buy gets over the anxiety and the salesperson does not.

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