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ABC - Always Be Closing


Guest articles > ABC - Always Be Closing


by: Daniel Milstein


Sales opportunities may come when you least expect it, and each one is just as important as the last.

Many otherwise successful salespeople sometimes miss the fact that you have to take advantage of every sales opportunity. You cannot overlook anything. I have met some great sales prospects at fundraising dinners, on airplanes, right before a crucial play in a college football game -- even walking on a beach in Miami. Rick Richter and I were taking a quick break during a business trip to Miami. It was a beautiful day and we were walking along the shore when we heard a nearby couple tell their hotel's outdoor waiter to charge their drinks to an unusual name. I turned to them and casually asked if they knew a client of mine who shared the same last name. In one of those amazing this is a small world coincidences, it turned out that they did; the man relaxing on the beach was the brother of my client, a Detroit-area judge for whom I had previously arranged a purchase loan. Not wanting to pass up a potential new client, I began a casual conversation about various topics, including the couple's home state of Georgia, their relative and his family, and the pleasant Miami weather.

Eventually, the conversation switched to our professions. I am your 'go-to' mortgage guy if you need home financing, I cheerfully told the couple. That seemed to interest my new acquaintances, who proceeded to ask me about the market and housing situation. I shared my insights about the market trends and where interest rates were headed. One topic led to another and it wasn't long before I had the start of a loan application written on a cocktail napkin, and another loyal customer. As Rick and I continued walking down the beach, I smiled and said, ABC.

It doesn't matter who you're talking to or where you are, you can make a sales opportunity out of any moment. Don't take one moment more lightly than the other, you never know when you'll peak someone's interest.


Daniel Milstein is the bestselling author of ABC of Sales. For more information, visit:

Contributor: Daniel Milstein

Published here on: 13-May-12

Classification: Sales


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