Collecting for Success

closing is important, but it shouldn't be viewed as an isolated goal.

There is a distasteful acronym out there in the world of selling - ABC, Always Be Closing -- that reflects the strong emphasis placed on closing by many sales managers. Of course, closing is important, but it shouldn't be viewed as an isolated goal.

Transform this unhealthy acronym into an ABC that will help you -- Always Be Collecting: only when you consistently question, understand, and resolve issues together with your customer will you be on the road to success.

ACTION POINT: Always Be Collecting.