Always Be Closing (ABC)

Always Be Closing (ABC) is a sales technique that emphasizes the importance of closing a sale. The term was popularized by the 1983 film Glengarry Glen Ross, in which Alec Baldwin's character, Blake, delivers a motivational speech to a group of struggling salesmen.

The ABC technique is based on the idea that the best way to close a sale is to be persistent and to never give up. Salespeople are encouraged to follow up with potential customers, to ask for the order, and to overcome objections.

The ABC technique can be effective in sales, but it is important to use it in a ethical way. Salespeople should never be pushy or manipulative, and they should always respect the wishes of potential customers.

The ABC technique is often used in conjunction with other sales techniques, such as need-based selling and objection handling. Need-based selling involves identifying the needs of potential customers and then showing them how your product or service can meet those needs. Objection handling involves dealing with objections that potential customers may have about your product or service.

The ABC technique can be a valuable tool for salespeople, but it is important to use it in a ethical way. Salespeople should never be pushy or manipulative, and they should always respect the wishes of potential customers.