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Sales Training + Inbound Marketing + HubSpot

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

Posted by Wes Schaeffer | October 29

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.

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

Now go sell something.

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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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May I share a little sales wisdom with you?

You're dealing with a human on the other end of your phone, chat window, or social media post. They are frustrated, upset, concerned, and angry. They come to you seeking help. How easy are you to be found and how prepared are you to meet them where they are? Let's talk. ~Wes

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