OPEN IS THE NEW CLOSE

I don’t know, after 20 plus years selling staffing services and managing sales teams I think my mind is starting to play tricks on me, as it did very recently when thinking about our new business activity.  “How much business did we close this month, quarter?” I asked myself and my senior management team and then while waiting for the data I sat back and thought about why we are “closing business” especially in a service oriented industry like ours.

Although we are taught the “ABC’s” of sales – i.e. Always Be Closing, this strategy can seem limited.  The play Glengarry Glenn Ross will always be a big favorite of mine, especially how it wraps itself around the drive to sell. It makes me think about why we feel compelled to close business.  In my particular industry it takes countless hours of blood, sweat and tears to establish rapport, trust and a relationship. (Does this sound like dating to anyone?)

Once the relationship is established, when you have the opportunity in today’s world to do that directly, even more effort goes into building that relationship deeper and wider so why “CLOSE it?”  We are fans of OPENING business.

In sales we talk about the use of positive phrasing, use of positive words and more “yes” leading questions.  So why “close”?  Say the word close to yourself; does it reflect a positive image?  We close the door, we close a store, and we close the curtains.  These are all acts that end something or feel permanent. Let’s open stores, open doors — doesn’t that sound more positive and fun to say?  And while I don’t have a better acronym for Always Be Closing (ABC) maybe we should try ABO – Always Be Opening, and see if that gives us all a different vibe!

Opening a sale is the beginning of something new and fresh that offers potential for growth.  Being in the service industry lends itself to this type of thinking – except we have been “closing” for so many years; now it’s time to swing the door the other way and OPEN it.

Being an avid reader of sales and management information I tend to feel that most is written about product based industries.  Of course I realize that product based sales do need to “close” a deal, sign an agreement, lease or contract and then move on to the next prospect in order to hit quota.  My thoughts are largely addressing those in service type businesses, similar to mine – but in actuality,  I’m thinking this concept can be carried over to any industry that still needs the basic relationship in order to thrive.

It’s great to be a successful Closer…and a successful Opener, too

Keith Banks, CSP, is President of LLoyd Staffing.  He is reachable at KBanks@LLoydstaffing.com

Print Friendly

No related posts.

This entry was posted in Closing the Sale, Human Resources, Sales Techniques, Sales Tips and tagged by Keith Banks. Bookmark the permalink.

About Keith Banks

Keith Banks, CTS, CSP, is a leader within the staffing and employment industry. Having worked for LLoyd Staffing for more than 20 years, he has expanded the business and implemented programs with foresight and ingenuity. Banks has served as President of LLoyd since 2002, Previously he held leadership roles within the firm in areas such as Talent Acquisition, Workforce Solutions, Franchise Operations, Contingent Staffing and General Management. In 2001, he pioneered the use of an online staffing procurement platform by co-creating Ringo, a Vendor Management System (VMS) that provides companies with an environmentally friendly, centralized web portal to easily access critical information regarding spending and usage for an unlimited amount of Staffing Vendors. This technology revolutionized the entire temporary staffing process and helped LLoyd change the marketplace by offering corporate clients innovative and cost-effective staffing solutions to manage their labor demands. Ringo has been named a multiple winner of the Long Island Technology Awards (LISA). Banks is also a proponent of the power of branding and has created programs and initiatives to brand LLoyd’s name as a staffing industry leader. His collaborative efforts in the area of Corporate Social Responsibility earned LLoyd first place for excellence in corporate citizenship from the American Staffing Association and its 15,000+ membership base. In 2002, he was named one of Long Island’s Top 40 Under 40 by the Long Island Business News, which recognizes the leadership and achievements of rising young professionals. In 1996, Banks received one of the staffing industry’s highest honors when he was named Certified Temporary Staffing Specialist of the Year by the National Association of Personnel Services, a nationwide industry group. Under his tutelage, more than 65% of LLoyd’s staffing specialists have attained certified staffing designations which require passing of a national exam on employment law, regulations and ethics. Banks is an advocate for national certification which he views as a benchmark of excellence.

Leave a Reply

Your email address will not be published. Required fields are marked *

*

You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>