Make It Happen Mondays - B2B Sales Talk with John Barrows The Sales Play: Glengarry Glen Ross After Hours
Apr 7, 2025
Jeff Hoffman, hailed as one of the greatest sales professionals, joins a group of top sales minds for an unfiltered discussion. They reflect on timeless truths from 'Glengarry Glen Ross,' exploring modern issues like gender, race, and authenticity in sales. The conversation contrasts aggressive tactics with authentic approaches, delving into decision-making complexities and the role of masculinity in sales culture. With a mix of humor and raw honesty, they highlight the importance of collaboration and diverse perspectives for growth.
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Sell To Customers' Present State
- Jeff Hoffman highlights that selling to customers as they currently are, not who they aspire to be, remains a powerful closing technique.
- He points out that selling fantasies can be egotistical for a salesperson and less effective than addressing present realities.
Persuasion Vs. Manipulation
- Persuasion is valid when guiding someone to a mutually desired outcome, not manipulation.
- Sales succeeds when you listen deeply and meet clients exactly where they are emotionally and situationally.
Find The True Decision Maker
- Effective enterprise sales often involves identifying who has real decision power, rather than relying solely on titles or committees.
- Someone ultimately has the 'thumb on the scale' in decision-making, even amid multiple stakeholders.