A-B-C of Prospecting Techniques

In the 1992 movie Glengarry Glen Ross, written by David Mamet, motivational salesperson Blake confronts employees of a Chicago real estate office about their less than stellar performances. His advice: “A-B-C. Always… Be… Closing.” Our advice – be careful with your ABCs. You should be translating prospecting initiatives into sales goals, but you should do … Continued