Fill Up that Pipeline

The ABC’s of Sales.

In working for many businesses doing sales, customer services and the like – it took a while to really figure out where I belong. Through that process, I‘ve heard the most interesting of ways for self motivation. From gazing in a mirror for pep-talks to surrounding myself with successful people, there’s always some element of self-affirmation that seems to drive it all. Ironically, it was through these experiences where I found some motivation with a phrase that wasn't centered on motivation at all; in fact, just the opposite. This one phrase has helped me through all stages of my growth and continues to do so today. This one phrase, actually centered on negativity has motivated me through relationships, sales and personal beliefs alike, the phrase is: “It’s not a Deal, till it’s a DONE deal.”

Simple yet powerful.

This phrase is one of revelation. It’s the putting things in the correct perspective, not selling myself short (or long) and always looking down the road knowing that to reap reward, I need to make sure I have finished the race.

This has lead to many convictions over time. One of these, borrowed from the movie Glengarry Glen Ross (1992), “A-B-C. A-Always, B-Be, C-Closing. Always be closing, always be closing.” Seems simple but it’s right on the target true.

Note: By the way, if you have not seen this movie, you would do yourself a favor to see at least the first 20 minutes. Alec Baldwin gives the best sales speech, I’ve seen to date.
  
How many grapes are picked and how long is the process before you get a glass of wine? How many coffee beans are gathered, shipped, cleaned, baked, and ground before you enjoy that cup of coffee? In fact in both of these examples, the longer and more refining – the better.


Selling is the same. You need to fill that funnel… always bringing in the new leads to process them into prospects and then from prospects, “always be closing” them into customers and then from customers to payment. And it’s a constant, always moving, always flowing cycle; and the more you put in – the more it comes out, but back off for a bit and the flow slows to a trickle and eventually stops.

So… yes, it’s all true then. It’s not a deal till it’s a done deal. But what is your deal? When the smoke clears what’s evident in your sales approach? Are you striving to keep that funnel filled, setting goals, continually seeking out new leads to gain prospect, constantly closing deals and reaping the rewards of steady and growing income? Or are you taking stabs at it, stopping at times, relying on others, and suffering in race to catch up?

When it’s all done this week… what deals are done for you?