The play and film are named after both Glengarry Highlands and Glen Ross Farms, which are the two real estate developments that the salesmen are selling. Blake, a manager, threatens the real estate salesmen who seem to be struggling to sell land in Florida they either close a sale or lose their jobs. He emphasizes on the later with a series of profanity-laced speeches. He gives the real estate sales team a sales strategy that is, AIDA and the bottom line which is to always be closing (ABC). A- Attention, I- Interest, D- Desire, A- Action.īlake, who has been sent from the corporate office to drum up enthusiasm for the latest sales promotion, is the perfect example of a cutthroat salesperson and quite condescending towards non-performing employees. In a scene from the film, an intimidating Alec Baldwin playing the character Blake berated a group of disheartened salesmen from his partitioned blackboard with the phrase "ABC. The movie is based on the 1984 Pulitzer-winning play by the same name penned down earlier in 1982 by acclaimed writer David Mamet. His was clearly depicted in the famous movie Glengarry Glen Ross in 1992. Consequently, salespersons have been viewed as persistent, often aggressive, and sometimes manipulative in their quest to close a sale. Tracing back to the early 80s, the rules for success of any salesperson has always been quite simple, if one wants to make more bonuses or commission, and have a career growth, all one has to do is to always be closing. Although, the phrase Always Be Closing (ABC) is usually referred to as a technique, it is more of a motivational phrase.īack to: MARKETING, SALES, ADVERTISING, & PR What is the History of Always Be Closing? It means that the bottom line for any salesperson is to close a sale, literally, to always be closing a sale to all potential prospects. Update Table of Contents What is Always Be Closing? What is the History of Always Be Closing? A Little More on Always Be Closing Sales Strategy Generating Leads Sales Pitch Closing techniques Academic Research for ABC Sales Strategy What is Always Be Closing?ĪBC, in the sales and marketing world, is acronym for the popular sales teams mantra Always Be Closing.
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