Perspectives always respect perseverance
Posted: Tue Jan 07, 2025 6:35 am
Do your homework. Conduct research to get a sense of who your prospect is, their role in their company, what their company does, and what their organization is currently planning.
2. “Haven’t you seen Glengarry Glen Ross? Always finish, honey!”
The bad advice
"No, that's not possible. Shut up. Haven't you seen Glengarry Glen Ross? And luxembourg number screening you're in sales? Are you kidding? Al Pacino, Alan Arkin and Ed Harris? How about Alec Baldwin's speech? Come on, my boy. You have to know this scene - the one where Alec Baldwin says, 'Second place is a set of steak knives,' and then tells all the guys in the office, 'Always finish things.'"
Good Advice
I am one of those who thinks the “always done” mentality is outdated. The high-power, low-empathy approach that this mentality implies doesn’t work well with the modern buyer.
3. “Never take 'NO' for an answer.
The bad advice
“Prospects respect a salesperson who perseveres. Don’t take “no” for an answer; a big part of selling is persistence.”
Good Advice
Now, the good advice here is to not be persistent in selling at all. You want to approach sales engagements with confidence and courage, and that usually means not backing down at the slightest resistance.
2. “Haven’t you seen Glengarry Glen Ross? Always finish, honey!”
The bad advice
"No, that's not possible. Shut up. Haven't you seen Glengarry Glen Ross? And luxembourg number screening you're in sales? Are you kidding? Al Pacino, Alan Arkin and Ed Harris? How about Alec Baldwin's speech? Come on, my boy. You have to know this scene - the one where Alec Baldwin says, 'Second place is a set of steak knives,' and then tells all the guys in the office, 'Always finish things.'"
Good Advice
I am one of those who thinks the “always done” mentality is outdated. The high-power, low-empathy approach that this mentality implies doesn’t work well with the modern buyer.
3. “Never take 'NO' for an answer.
The bad advice
“Prospects respect a salesperson who perseveres. Don’t take “no” for an answer; a big part of selling is persistence.”
Good Advice
Now, the good advice here is to not be persistent in selling at all. You want to approach sales engagements with confidence and courage, and that usually means not backing down at the slightest resistance.