Glengarry Glen Ross The Hard Sell
One of the greatest sales scenes in history! Talk about the hard sell! Alec Baldwin in one of his greatest roles as the hard-charging salesman in Glengarry glen Ross.
This kind of sales is not at all going to work today! It might work but it will be short lived. Consultative selling is completely different than the hard sell. Unfortunately when people think of a salesperson they often think of this character.
The Hard Sell
We all know what the hard sell is. We know what it is when we see it. We get that feeling of being pressured and often to the point to buy just to get rid of the salesman! Horrible!
What do we do if we are contemplating being a salesperson? I sure don’t want to be like this but what do I do? Unfortunately, so may people don’t understand that to really do this right and avoid the hard sell is precisely what true consultative selling is.
What are the 5 steps to make sure you aren’t doing the Hard Sell!
- Prospecting should be a mix of activities.
- Pre-qualification of each opportunity.
- Create a truly consultative interview, not a ‘pitch’
- Recap in writing for clarity and create clear next steps every
- Make recommendation not presentations.