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!
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