Forget "ABC" - "Always be Closing".
It's old school, offensive and counter to what we should be doing as salespeople, which is to sell value and create trust with our prospects and customers, and not force them to close.
According to Karen Penticost, VP of Strategic Development at Envision Technology Advisors, who was part of the management team working with us at our Sales Management Boot Camp at the MIT Endicott House last week, we should...
"always be interviewing"
When asked why, Karen's responses were...
