![\"IMG_2275\"](\"https:\/\/www.vicsocotra.com\/wordpress\/wp-content\/uploads\/2018\/02\/IMG_2275-e1517847816569.png\")
\nReal estate sales guru character played by Alec Baldwin in the 1992 film Glengarry Glen Ross delivers his ABC monologue<\/p>\n
After watching the State of the Union speech and the loyal opposition’s response, I was reminded of one of the central truths of salesmanship and how each side chose to follow it. I am talking about the real estate salesman’s motivational ABC dictum — Always Be Closing.<\/p>\n
There are two types of closes — hard, asking for the business\/sale, and soft, seeing whether the client wants to move forward. Some examples of soft closes:<\/p>\n
Wouldn’t what I am selling be an improvement over what what is being done\/used now?
\nIf this solves these problems, would you take it?<\/p>\n
The loyal opposition approach seems to be constantly asking for a hard negative close on their competitor’s products — in other words they ask the public to reject its competitor’s proposed product sale. They don’t often focus on a hard sale close of their own products, since they rarely have anything hard to sell. In the software industry, this type of sale close for a non-existent product is called selling vaporware. Continuous, high pressure hard sell tactics don’t often work. Good salespeople do not sell. They help others to buy.<\/p>\n
The old 20th century hard sell and counter sell approaches simply don\u2019t cut it with today\u2019s hyper-informed, media-driven consumers. With the transparency and availability of information online, buyers are far savvier than they used to be. Today\u2019s ABC is more appropriately defined as Always Be Communicating (or Twittering?). Because let\u2019s face it, it\u2019s far easier to keep existing clients (base or voters in political parlance) than to spend considerable amounts of time and effort on looking for new ones.<\/p>\n
\nReal estate sales guru character played by Alec Baldwin in the 1992 film Glengarry Glen Ross delivers his ABC monologue<\/p>\n
Cruise the edges of city land
\nThen go across railroad tracks
\nAnd past where a viaduct looms
\nYou’ll see porch-sitting birds of doom
\nChilling as they smoke their crack
\nThere are no secrets in these streets of winter trashcan fires
\nNeath drooping internet, cable and telephone wires
\nHey dudes, you know, they thought
\nGood times are never coming
\nWe’re never getting it back<\/p>\n
Past tidy city squares, past the Talmadge bridge
\nPast the river docks, past vacant factory smoke stacks
\nFrom the north a gathering storm came
\nA tall orange haired man
\nIn a dusty black coat
\nA real estate man<\/p>\n
He wrapped em in his arms
\nTold em that they were all good boys
\nHe’d rekindle all their dreams
\nIt took the others a lifetime to destroy
\nHe’d reach deep into the holes
\nAnd heal their withering souls
\nOnly he could make happen what the others couldn’t do<\/p>\n
He’s a demagogue, he’s a man
\nHe’s a snake, he’s a reality TV guru
\nThey chanted his name
\nThroughout the country land
\nBut hidden in his coat
\nWas a real estate man<\/p>\n
You didn’t have any money?
\nHe’d get you some
\nYou didn’t have a job?
\nHe’d get you one
\nYou didn’t have self-respect
\nHe’s where hope and the future intersect
\nWell, don’t you worry, folks
\n‘Cause here he comes<\/p>\n
Through trash filled alleys
\nThrough slums, past overflowing garbage cans
\nShadows fled from wherever he stood
\nWads of promised cash came soon after
\nThey passed his great big tax plans<\/p>\n
Foes see him in their nightmares
\nSee him in their dreams
\nHe appeared out of left field
\nTelling us he ain’t what he seems
\nThey see him in their heads
\nAnd on their TV screens
\nHey, folks, they’re warning
\nUs to turn him off
\nHe’s a snake, he’s a demagogue
\nHe’s a man, he’s reality TV guru
\nWe’re all stuck in a coastal bog
\nTarred to an unstoppable plan
\nDesigned and directed by
\nThis real estate man<\/p>\n
Copyright \u00a9 2018 From My Isle Seat
\nwww.vocsocotra.com<\/p>\n","protected":false},"excerpt":{"rendered":"
After watching the State of the Union speech and the loyal opposition’s response, I was reminded of one of the central truths of salesmanship and how each side chose to follow it. I am talking about the real estate salesman’s motivational ABC dictum — Always Be Closing. There are two types of closes — hard, […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[20],"tags":[],"class_list":["post-17328","post","type-post","status-publish","format-standard","hentry","category-island-times"],"_links":{"self":[{"href":"https:\/\/www.vicsocotra.com\/wordpress\/wp-json\/wp\/v2\/posts\/17328","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.vicsocotra.com\/wordpress\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.vicsocotra.com\/wordpress\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.vicsocotra.com\/wordpress\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.vicsocotra.com\/wordpress\/wp-json\/wp\/v2\/comments?post=17328"}],"version-history":[{"count":2,"href":"https:\/\/www.vicsocotra.com\/wordpress\/wp-json\/wp\/v2\/posts\/17328\/revisions"}],"predecessor-version":[{"id":17331,"href":"https:\/\/www.vicsocotra.com\/wordpress\/wp-json\/wp\/v2\/posts\/17328\/revisions\/17331"}],"wp:attachment":[{"href":"https:\/\/www.vicsocotra.com\/wordpress\/wp-json\/wp\/v2\/media?parent=17328"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.vicsocotra.com\/wordpress\/wp-json\/wp\/v2\/categories?post=17328"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.vicsocotra.com\/wordpress\/wp-json\/wp\/v2\/tags?post=17328"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}