Rebellions and Closing Techniques

When Alec Baldwin wrote “Always Be Closing” on that blackboard in Glengarry Glenross it became a rallying cry for salespeople everywhere. The brash personality of Baldwin’s BMW driving character became the epitome of sales in the 1980s.

It shouldn’t have.

The fact is closing techniques are about as useful as Hail Mary plays. They seem great and romantic, but if you are hitching your success on them you will probably not win many games.

The fact is people make decisions LONG BEFORE you even think about a closing statement. They have been teeter-tottering on a decision the entire time you are talking. A closing statement does nothing more than force them to finalize what side of the teeter-totter they are on.

Sales trainers have romanticized “the close” because it is the crescendo of the sales story. It is where all your hard work finally pays off.

Think of closing statements like the when the Death Star blows up and the Ewoks start their awkward dancing. Yes, it is a great moment, but it could not have happened without YEARS of preparation. Luke needed Jedi training. Han and Leia needed to shut down the shield. Lando needed to break through the blockade. Chewy had to fix the goddamn hyperdrive.

Focus on the unsexy work of learning about your customer’s needs. Really dive deep and don’t expect “my pen or yours” to save the Rebel Alliance.