ABC: Always Be Closing
The old rule, and the better modern version.
What it is
"Always Be Closing" was made famous by the 1992 film Glengarry Glen Ross. The useful version today is: every conversation should end with a clear, agreed next step.
How to use it
- Before any meeting, decide the next step you want: a trial, a second meeting, a signed order.
- Ask for that step plainly near the end.
- If it is not the right time, agree a smaller step with a date.
What it sounds like
You: Based on what you have said, the next sensible step is to build your plan together. Shall we do that now, or would Thursday suit better?
Where it goes wrong
Pushing for the close every few minutes damages trust. "Always be moving to a clear next step" works better than "always be pushing".