Forget ABC; It’s ABQ
If you were around in the early nineties, you might have seen Glengarry Glen Ross: coffee’s for closers — ABC, always be closing. I disagree. It’s tough to close business that isn’t qualified.
What I believe in is always be qualifying. Find people consistent with what you do best. Make sure they’re ready, willing, and able to buy — they want it, need it, will use it, can afford it, and will decide on it.
And qualify everything they say and do. Do they cooperate? Do they give you the information you need when you need it? Do they introduce you to the other members of the buying committee? Do they keep their word? Behavior tells you whether they’re serious.
If you qualify and keep asking better questions and getting better answers, closing is just the next logical question. Not awkward. Simple — even easy.
Always Be Qualifying. Qualify hard and closing becomes easy.
The gap between where you are and where you want to be is real. So is the path to closing it. If you're ready to do something about it, we'd like to talk.
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