How many of you remember the classic movie “Glengary Glenross” ? Alec Baldwin’s character Blake has one of the most memorable “pep” talks… I cringed when I saw the movie in 1992 and I cringe when I think about that rant now… but I’ve never been a “typical” sales guy or sales manager. That doesn’t mean I haven’t been successful helping people to buy, though.
There were several salient moments in the movie that can provide proper inspiration… like AIDA (Attention, Interest, Decision, Action), the importance of finding and qualifying leads, understanding customer needs, being ethical… and the pivotal ABC.. (in Glengarry Glen Ross their acronym was Always Be Closing). I recently watched an older YouTube video highlighting Dan Pink’s “New ABC’s of Selling” which provides some of his insights from his book “To Sell is Human”. His take on ABC is Attunement, Buoyancy, Clarity.
Attunement: Learn to see things from the customer’s perspective. Get out of your own head.
Buoyancy: Stay afloat amid the ocean of rejection. Get over a loss and move forward.
Clarity: Identify the problem your customer is trying to solve, explain you can help. Let them realize they want to buy what you are offering.
“A shift from the skill of problem-solving to the skill of problem finding– that’s really what innovators do,” said Pink. “They find problems that other people didn’t realize were problems.”
Are you innovating your sales approach to align with your customers needs? We’d like to help you. Contact us @ info@mycxo.ca.