Frances Pratt reframes the sales motto ABC from Always Be Closing to Always Be Creating Value. She argues salespeople, especially women, must stop undercharging and start valuing their own work before they can deliver value to clients, teams, and communities.
Chapters
Hello, my beautiful sales champions. How are you? Here I am in my car again. I'm a little bit early for a meeting, so I thought I would just record some sales goodness for you. I don't know whether you've heard about it, but there's a thing called the ABC of in sales. Which stands for— well, in old yucky selling stood for always be closing, which means always close, always look to finish the sale, etc. So I just wanted to re-educate the whole world about what ABC should mean in the new beautiful world of sales, which— of which we are the champions. And that is always be creating value. Now, um, people say to me, well, value to who? And the most obvious person is the client, because if your clients value and love what you do, then they'll stay with you and pay you and be happy to continue working with you, which is always fantastic. Um, but I have to challenge you there and say the first person Who needs to be valued is you, my beautiful friend. Because, and particularly for women, we often undervalue what we do. And what that looks like is we undercharge or don't charge for all the time that we use or whatever that looks like. So, first thing is value to you. Second thing, absolutely value to the client. Third thing, value to your team. Now, if you work on your own like like I do, I always think about my team as my family because without their support and love and putting up with me, I wouldn't be able to do what I do. So they're my team, and I've got virtual assistants, and they're my team as well. Also, you've got to add value. To the community. Because, um, if something that you're doing isn't adding value, um, then, you know, let me put it the other way around. If you can do something that adds value to you so you feel great about yourself, adds value to your client so they feel great about you, Adds value to your family and your team, adds value finally to the community. How great do you feel about yourself? That is a sales champion, and that's why you can go out proudly and talk about your business and win new clients, because that's just going to be what happens. All right, beautiful people, get out there. Look at your values, add value, and I'd love to hear what you're doing to add value in your world. That would be fantastic. Leave me a comment or drop me a line. All right, darlings, I'm off to be a sales champion and hope you are too.
