Always Be Leaving?

There's a little 3 way conversation going on between Rick Roberge, Steven Cardinale and I about sales. 

Their latest posts and emails have left me more confused than informed. Both of them seem to have a greater academic (and practical) understanding of the sales process.

So, here's my questions for them....

For Rick:
What does ALWAYS BE LEAVING mean?  Does it mean that if I, as a salesperson, recognize that I can't identify or solve a prospect's problem, I should be leaving?

For Steven: With regards to this post, are you suggesting in your latest post, that I should solve a prospect’s problems even if the right solution is a solution other than one I can provide to them for a fee?

Comments

[Rick]

Let me answer your second question (to me) first. If in fact, you, as a salesperson, recognize that you can't identify or solve a prospect's problem, WHY WOULD YOU STAY? If you're there to solve a problem and/or make some money, and you realize that it's not gonna happen, the business portion of the meeting is over. You are no longer on the clock. Get some referrals. Finish your coffee. Talk about other stuff, but the meeting is over and the salesman is leaving.

[Rick]

Now, with regard to your first question, we need to define some terms. I am a sales expert. Most of the people that you know are experts at something else and they're trying to sell their expertness. I am able to ask the right question at the right time that will move the meeting in the direction that I want it to move, which is OVER! DONE! FINIS! COMPLETE! Whether or not money exchanges hands is secondary. I can't get paid until the call is over. Get it over. If it's over with no money, then my law of averages says that the next 9 will have money. So, to me, ABL means that I'm ALWAYS ready to leave as soon as I know that there's no chance that it's pay day. If it is pay day, I'll leave after I'm paid, but I'm leaving nonetheless.

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