ABC – Alway Be Closing

ABC – Always Be Closing

AIDA – Attention, Decision, Interest, Action

2 Marketingprinzipien, die man sich merken sollte, wenn man mal einen Job auf Provisionsbasis annehmen will. Für Affiliate-Programme gilt natürlich das Gleiche. Das erste Prinzip entstammt dem Film Glengarry Glen Ross, dem anderen bin ich sogar schon in meinen Marketing-Vorlesungen über den Weg gelaufen.

Glengarry Glen Ross ist ein Film über Immobilienverkäufer, der eine wahre Fundgrube an Verkaufstaktiken und miesen Maklertricks ist und auch in einem meiner Lieblingsfilme, Boiler Room, zitiert wurde. Der Film basiert auf dem gleichnamigen Theaterstück von Arthur Miller und ist mit Al Pacino, Jack Lemmon, Alec Baldwin und Kevin Spacey mehr als hochgradig besetzt. Wer Englisch fluchen lernen möchte, muß diesen Film sehen.
Unbedingt anschauen!

Blake: You call yourself a salesman, you son of a bitch?

Moss: I don’t have to listen to this shit.

Blake: You certainly don’t pal. ‘Cause the good news is — you’re fired. The bad news is you’ve got, all you got, just one week to regain your jobs, starting tonight. Starting with tonights sit. Oh, have I got your attention now? Good. ‘Cause we’re adding a little something to this months sales contest. As you all know, first prize is a Cadillac Eldorado. Anyone want to see second prize? Second prize’s a set of steak knives. Third prize is you’re fired. You get the picture? You’re laughing now? You got leads. Mitch and Murray paid good money. Get their names to sell them! You can’t close the leads you’re given, you can’t close shit, you ARE shit, hit the bricks pal and beat it ’cause you are going out!!!

Levene: The leads are weak.

Blake: ‘The leads are weak.’ Fucking leads are weak? You’re weak. I’ve been in this business fifteen years.

Moss: What’s your name?

Blake: FUCK YOU, that’s my name!! You know why, Mister? ‘Cause you drove a Hyundai to get here tonight, I drove a eighty thousand dollar BMW. That’s my name!! (to Levene) And your name is “you’re wanting.” And you can’t play in a man’s game. You can’t close them. (at a near whisper) And you go home and tell your wife your troubles. (to everyone again) Because only one thing counts in this life! Get them to sign on the line which is dotted! You hear me, you fucking faggots?

(Blake flips over a blackboard which has two sets of letters on it: ABC, and AIDA.)

Blake: A-B-C. A-always, B-be, C-closing. Always be closing! Always be closing!! A-I-D-A. Attention, interest, decision, action. Attention — do I have your attention? Interest — are you interested? I know you are because it’s fuck or walk. You close or you hit the bricks! Decision — have you made your decision for Christ?!! And action. A-I-D-A; get out there!! You got the prospects comin’ in; you think they came in to get out of the rain? Guy doesn’t walk on the lot unless he wants to buy. Sitting out there waiting to give you their money! Are you gonna take it? Are you man enough to take it? (to Moss) What’s the problem pal? You. Moss.

den ganzen Text gibt es hier

Glengarry Glen Ross – das Theaterstück

Glengarry Glen Ross – der Film, nur 8,95€ bei Amazon – super Weihnachtsgeschenk

Und immer dran denken: Always be closing, telling is not selling.

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