Some industry experts believe that the mantra of using ‘Always Be Closing’ concept is becoming unfit to use for sales strategy. ‘Always Be Closing’, or ‘ABC’ is a familiar phrase to salespeople, made iconic by Alec Baldwin in the 1992 film, Glengarry. Its since become the go-to line for two camps: those who firmly believe in its power to drive action, and those who feel that it takes sales back to the dark ages. Today, as fast as how technology can get different consumers, it is genuinely a norm that different unique sales techniques are being made and some old techniques come to old.
Is “ABC” strategy still relevant for your business today?
A 2015 study by CSO Insights indicates successful salespeople spend at most, 35% of their time selling or “closing.” In this article, we will review certain points on how relevant “Always Be Closing” can be for different businesses:
- Confirms Buyer Commitment – Regardless of which stage you are currently in the sales process, continually and respectfully confirming your prospect’s commitment is smart and proactive. The “ABC” strategy starts from setting your first meeting with prospective buyers that gives an interest with your products and services. Even though it is just the first meeting, confirming their interest and willingness to know more about your products and services early on will allow you to determine whether they are actually serious in making business with you. If they show otherwise, then you will be able to move on to your next prospect and start selling again.
- Mobility to Adapt – Always be closing may seem to deteriorate and become old for some salespeople, but, the idea of “ABC” can take on a new meaning in today’s hyper-connected mobile world. Work is no longer a place, and salespeople no longer have to physically be in their prospect’s office to build, nurture and develop relationships. Mobility for sales is bringing new meaning to “Always Be Closing,” where you can further the sales on any device.
- Influences Social Selling – With the active use of consumers with different social media platforms in their everyday activity, it seems that “ABC” has its way of bringing a new flair for acquiring more sales. Social media enables sales professionals to build and execute their own variation of ABC but in a more engaging and meaningful way. As such, one salesperson may still consider using “ABC” as a linearised step in creating a new sales strategy for their campaigns.
- Creates an Interactive Mode of Communication – As mentioned earlier, it is no doubt that modern technology is gradually taking its course to change the view of most salespeople with their strategies. Still, “ABC” serves as the foundation of the new age of interactive sales in which both the customer and salesperson can engage more efficiently and easily. ‘Always Be Closing’ comes to a new way of the collaborative and modern view of what it promotes from the later years; leaving no physical, emotional, and technological barriers to closing deals.
It is truly alarming that change seems to act fast and change the views of every consumer that is loyal to your service; but, always remember that sales are not a flash card game that everyone can efficiently perform. It is still about how you close a deal with assurance and effectiveness of your sales strategy.
‘Always Be Closing’ may seem to wash all down its great skin, but today, salespeople still rely on the effective and sharp usage of this strategy. This strategy did not fade, nor come to the grave of use; rather “ABC” adapts to the modernized needs of today’s consumers.
If you want to learn the modern application of “Always Be Closing” strategy in sales, you may contact KONA Customised Training and Consulting to let your sales team be trained and exposed to different effective plan to close the sale.