An Open And Shut Case

Alec Baldwin’s explosive rant in Glengarry Glen Ross (here) is responsible for many people’s misperceptions of salespeople.
Not least the salespeople themselves.
Say “A.B.C.” to a sales professional and chances are, they’ll chant “Always be closing” back at you. It’s become something of a sales legend now, that all energy should be focused on closing that deal.
I have a real problem with this language.
Why is a sale something to be dealt with, closed, shut down, finished.
I suppose it’s fine if you want to make a quick buck and move on, but our world is a little more complicated than that.
As I’ve said before, sales are all about relationships. They’re ongoing, long-lasting and, if they’re going to work, require regular nurturing.
This article from Marketing Wizdom (here) talks about persistence in closing the sale, and I can’t disagree with the thinking, at least in terms of tenacity and commitment.
Yes we know during the sales process you have to make a move and ask for the business but let’s try something radical.
Lets’ start seeing sales as something you open rather than close.
Because that’s the best route into a long-term relationship.

Everybody Pitches

A friend of mine (yes George it’s you) has bravely decided to remodel his entire flat, and told me that he invited three different builders to tender for the project.
Rather than simply turning up to give a quote for the work, each of the would-be contractors gave a full pitch presentation.
The contractor who gave the best presentation did end up winning the job.
The amazing thing was it wasn’t just the presentation that won it for him, he was also the one who bothered to follow-up his pitch and ask for feedback, kept in touch, suggested new materials and a cost saving.
In short he made it clear that he was passionate about the job.
I think it’s always educational for those of us in agency roles to experience a pitch from the other side of the table.
It gives you an insight into what makes a great presentation, and also shows you firsthand what it takes to win.
Remember though the presentation itself is only part of the process, don’t be afraid to follow up and do make it clear that you really want to do the work.
You’ve invested huge amounts of time and effort in the opportunity, don’t waste it by forgetting to ask for the business.