Recharge your prospect funnel by going from ABC to ABP

In the classic sales movie, Glengarry Glen Ross, we are told to: “ABC – Always be Closing”. 

Some salespeople and sales managers like this advice because it sounds hard-nosed, as if you are really driving toward sales goals.  True, but not a practical approach in Ag sales, as we work in long-term selling relationships that require a consultative approach.  ABC will work for some, but mostly, it will get you kicked off the farm or out of the buyer’s office.

In training, I recommend two alternatives to ABC.  My first is, “ABTC – Always be trial closing”.  This approach allows you to continue digging for information to ensure you are a good fit before actually closing.  My second alternative to ABC is: “ABP – Always be Prospecting”

Listen in as we discuss how to fix your funnel in the next 90 days!