Every salesman (or woman. Women can be bros too, we’ll cover that later) that has been in the game for longer than about three weeks has seen or heard the iconic “Always be Closing” speech delivered by Alec Baldwin’s character, Blake, in the 1992 film Glengarry Glen Ross. If you have not seen it, I implore you to watch it before reading any further.
(if you have sensitive ears, I recommend earmuffs during parts containing colorful language).
In the speech, Blake addresses a group of underachieving, complacent salesman, and raises the stakes when he “fires” each employee and gives them one week to EARN their job back by participating in a sales competition. First prize in this competition was a Cadillac El Dorado, second prize was a set of steak knives, and third prize:”You’re Fired!”
Of course, the most memorable line in this speech comes less than 30 seconds in when Blake tells an employee who is casually refilling his cup of coffee that “Coffee is for closers only.” He follows that statement by asking: “You call yourself a salesman?”
….Well, do you? Why? What do YOU do to put yourself in position to close deals and add value to your company or personal brand? What do you bring to the table each and every day that benefits your customers? Are you continually working to make yourself better at work? At life? If you are “okay” with where you are, or if you are happy with the amount you are making and the current book of business you have, then put the coffee down and get out. If you’re productivity is down and you feel like it is your company’s fault, seriously, quit drinking our coffee.
Sales is a personal game in which we have the ability to control our own destiny. We have the ability to dictate how much money we make. If you are not happy with the amount of money you are making, look in the mirror and find out why. If you identify an area or skill that you need to improve upon, you have two choices: fix it, or walk away from the coffee pot. In this game, personal development translates to sales and puts money in your pocket.
Bros That Close is a blog designed for people who are looking to become better sales professionals, co-workers, spouses, and people. There are an infinite amount of resources available to sales professionals who wish to better themselves both in their career and on a personal level. Lets explore them together and become more than just a salesman – lets become Closers.