Although Alec Baldwin's famous "always be closing" speech from "Glengarry Glen Ross" is not good sales advice, it is important to ask for the close when the time is right, according to Geoffrey James. "ABC should be interpreted as 'always be checking,' which means that, rather than pushing toward a close, you should be listening for signs that the prospect wants to buy," he advises.

Full Story:
Inc. online

Related Summaries