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Sales + Inbound Marketing + HubSpot

Yes but does it work on cats? | The New ABCs of Selling

Posted by Wes Schaeffer | December 13

Dealing With Glengarry Glen Ross selling 

 When you want to disarm a hard-charging salesman using aggressive sales tactics like Alec Baldwin famously taught in "Glengarry Glen Ross," because he views you as nothing more than his next notch on his commission belt simply ask,
Yes, but does it work on cats?"

Aurgh? Ahhhh...What tha...?


That's the response you want to create in the mind of that pushy salesperson. When you run across a crazy person—and money-hungry sales people that think they can overwhelm you with words are crazy—counter them with additional craziness...and have a little fun at the same time.

Sidebar: My grandmother used to get rid of door-to-door salesmen by saying, "No thanks. We're Catholic." It had the same effect. (Grandmas with 4 kids and 13 grandkids are savvier than you think.)

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But wait! There's MORE!

As an added bonus, take an introspective moment to turn this idea around and make sure you do not create the need for a prospect to use this response on you!

Contrary to what our parents and grand parents were taught about sales back in the day, i.e. before Dotcom implosions, Google, Wikipedia, Facebook and the Great Recession, to succeed today you need to be more:

  • curious.
  • inquisitive.
  • introspective.
  • interested vs interesting.

The old ABCs of selling—Always Be Closing—have been replaced with the new ABCs of selling:

  • Always Be Curious.
  • Always Be Courteous.
  • Always Be Connecting.
  • Always Be Concise.
  • Always Be Consistent.
  • Always Be Congruent.
  • Attention. Bond. Connect.
  • Attention. Brevity. Charity.
  • Asking Builds Connections.
  • Asking Builds Clarity.
  • Asking Builds Cash.

To make a living a professional salesperson in 2017 and beyond it would behoove you to remember that Alec Baldwin is just an actor, Glengarry Glen Ross is just a movie and most of your prospects have seen the movie and don't want to be in the reality TV version of it.

If you need more help growing your sales, consider the following resources:

Or just contact me and we'll set a time to speak.

Good Selling,

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Topics: Glengarry Glen Ross, Aggressive sales tactics, Cats, Professional Selling

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.


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Is Selling Harder Than It Should Be?

May I share a little sales wisdom with you?

As long as you remember that there's a scared, tired, worried, anxious, frustrated, hopeful person on the other end of the email, phone call, social media post, webinar, or letter who just wants help with what you offer, you'll be fine. If you'd like to discuss your situation with me to see how I might be able to shorten your learning curve or accelerate your growth with your CRM, your sales processes, and/or your marketing just click here and pick a time to chat. ~Wes

Wes Schaeffer, The Sales Whisperer® helps you grow your sales.

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