{"id":5506,"date":"2019-03-18T21:54:18","date_gmt":"2019-03-18T21:54:18","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=5506"},"modified":"2019-03-18T21:54:18","modified_gmt":"2019-03-18T21:54:18","slug":"abcs-of-sales","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/abcs-of-sales\/","title":{"rendered":"ABC’s of Sales"},"content":{"rendered":"\n

ABC is acronym which stands for \u201cAlways Be Closing\u201d. The\nphrase is typically utilized in the sales industry, specifically in finance.  This phrase was popularized as a result of the\n1992 film, Glengarry Glen Ross,<\/em> which\nfeatured Alec Baldwin and highlighted the competitiveness of the sales\nindustry. The impetus of this strategy is that a salesperson should always be\nlooking for new prospects, pitching products or services, and looking to\nfinalize sales. This specific strategy emphasizes the volume and cadence of\nselling, rather than focusing on the relational aspect of sales. As a result, the\nrenowned author, Daniel Pink, offered a rebuke of this adage and offered a\ndifferent perspective of the acronym for the ABC\u2019s of selling; essentially \u201cAttunement,\nBuoyancy, and Clarity\u201d. Attunement is essentially the ability to bring one\u2019s\nactions and outlook into harmony with others. Pink offers various ways in which\none can attune oneself with others. He cites examples of reducing your power,\nusing your head as much as your heart, and mimicking strategically. Buoyancy\nrefers to the ability to stay afloat during rejection. This entails utilizing\nself-talk and positivity ratios. Here, Pink highlights the importance of\nstaying optimistic and positive, as this directly affects the salesperson\nattitude and interactions with prospects and clients. Pink concludes by\nassociating the letter \u201cC\u201d with clarity. He equates this quality with a\nsalesperson\u2019s ability to help customers and prospects identify problems and\nsolutions in a fresh way. <\/p>\n\n\n\n

\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 In essence, I find Pink\u2019s version of the ABC\u2019s of selling more appealing as it highlights the relational aspect of sales. I feel it\u2019s vital for the salesperson to develop a relationship and bond with the client, rather than just treating them as another sale. However, I do appreciate the tenacity involved with the conventional wisdom of ABC- \u201cAlways be Closing\u201d as it incorporates the motivational factor key to success in sales, Perhaps, the best strategy for a salesperson is to build relationships, while having the perseverance to not give up.<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Source: https:\/\/fs.blog\/2014\/04\/daniel-pink-to-sell-is-human\/<\/p>\n\n\n\n

Source: https:\/\/www.investopedia.com\/terms\/a\/always-be-closing.asp<\/p>\n\n\n\n

<\/p>\n","protected":false},"excerpt":{"rendered":"

ABC is acronym which stands for \u201cAlways Be Closing\u201d. The phrase is typically utilized in the sales industry, specifically in finance.  This phrase was popularized as a result of the 1992 film, Glengarry Glen Ross, which featured Alec Baldwin and highlighted the competitiveness of the sales industry. The impetus of this strategy is that a […]<\/p>\n","protected":false},"author":247,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[105,9,71],"class_list":["post-5506","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-entrepreneurship","tag-sales","tag-sales-tips"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5506","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/247"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=5506"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5506\/revisions"}],"predecessor-version":[{"id":5509,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/5506\/revisions\/5509"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=5506"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=5506"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=5506"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}