It’s Wednesday. The middle of the week; “hump day.” We all hate it. Right now in New England we’ve had 90+ degree weather for a little over a week. It’s stressful and annoying; having the printer not function properly doesn’t help either. (Not our pad printers of course, the office HP that drinks ink and only has a fleeting relationship with wifi.)
Sometimes we need a little motivation to get us through the day. At Innovative Marking Systems, we enjoy a little movie/play called “Glengarry Glen Ross.”
One particular scene rings true for us:
“A-B-C. A-Always, B-Be, C-Closing. Always be closing. ALWAYS BE CLOSING. A-I-D-A. Attention, Interest, Decision, Action. Attention — Do I have you attention? Interest — Are you interested? I know you are, because it’s f*** or walk. You close or you hit the bricks. Decision — Have you made your decision? And Action. A-I-D-A. Get out there — you got the prospects coming in. You think they came in to get out of the rain? A guy don’t walk on the lot lest he wants to buy. They’re sitting out there waiting to give you their money. Are you gonna take it? Are you man enough to take it? What’s the problem, pal?”
We need to constantly remind ourselves that it’s a go and get em’ kind of world out there. We aren’t going to be handed sales or leads just by sitting there and twiddling our fingers. Prospective clients are not calling you simply because they want to chit chat about today’s weather; they’re interested in what you have, it’s your goal to keep them interested and close the deal. It doesn’t matter if you’re selling machinery (like we are), beverages, a car, or even a medical procedure….
Make. Them. Want. What. You. Have.