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Always Be Closing Is Dead

How to Always Be Helping in 2018

Dan Tyre

Hubspot, 2018

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In 1983, a swaggering, swearing Alec Baldwin – playing the role of Blake in the movie Glengarry Glen Ross – exhorted a boiler-room salesforce to “always be closing.” The high-pressure tactics galvanized generations of salespeople. But in 2018, these techniques have grown as outdated as Blake’s suit. They might have succeeded in the 1980s, but they don’t anymore – not with today’s informed, empowered buyers. HubSpot sales director Dan Tyre advocates a sales philosophy based on helping prospects – not closing them. getAbstract recommends Tyre’s inspiring outline of the essential arguments and strategies for buyer-centric selling.

Take-Aways

Salespeople should “always be helping,” not “always be closing.”
High-pressure selling might have succeeded in the 1980s, but it doesn’t anymore.
Power now rests with buyers, who are better informed than ever before.

About the Author

Dan Tyre is sales director at HubSpot, a producer of sales and marketing software for inbound marketing.

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O. C. 6 years ago

At decision stage it can be too late already. In IT Professional sales you need to accompany customer throughout the journey and SHAPE the solution with customer.

Always Be Closing Is Dead

How to Always Be Helping in 2018

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