Although the movie was a flop at the box office (in spite of receiving very positive reviews), it contains valuable lessons about sales and following sales leads. In fact, you'll hear the word "leads" quite a bit in the movie.
Here are 4 lessons that every insurance agent or insurance broker can take away from the movie.
1. "It Takes Brass Balls To Sell"
Being in sales is not for the faint of heart, nor is it for the timid. When you present yourself to a lead, you should conduct yourself with an attitude of authority.
This is not to say that you should appear obnoxious or rude. However, you should emit an aura of quiet confidence. It shows to your prospective customer that you're someone who is comfortable in your own skin, that you believe in what you're selling, and that you can competently make the case that others should buy it.
When you talk to a lead on the phone, talk as though you know that the lead wants to talk to you. When you have to visit someone, walk in the door like you belong there. That kind of attitude helps close the sale.
2. ABC - Always Be Closing
Before you enter any sales meeting or follow up with any lead, know exactly what you're asking for and how you can measure success from the engagement.
Finally, set a goal for closure with each lead. Shoot for 100% and you're more likely to reach it.
3. Appearances Matter
In one of those scenes, Jack Lemmon is in a phone booth on a rainy night talking to one of his leads. He tells the lead to hold on for a moment and shouts to a secretary (who isn't there) to get his fictional plane ticket ready. Of course, he does this so that the lead can hear him. The idea behind the charade is to make the lead think that Lemmon's character is a very successful sales associate.
That kind of dishonesty is wrong. However, the principle behind it is valid. If you want to be successful in sales, you should look like someone who is successful in sales.
4. "You Never Open Your Mouth Unless You Know What The Shot Is"
While lying is always wrong, the takeaway is that you don't go for a hard close unless you're fairly certain that it's a successful move based on your instincts about the lead. Some people need to be led slowly to a sale while others need a bit of a firmer hand.
Use your judgment, but make sure that you know what the shot is.
If you're interested in learning more timeless principles about sales from the movie Glengarry Glen Ross, why not watch it this week? You might uncover some more great truths that will help your business.