By Bryan Ergle
If you work in any sort of retail or sales position, you’ve probably heard the expression “ABC: Always Be Closing”. The phrase, originating from the 1992 film Glengarry Glen Ross, adapted from the 1984 play of the same name, has become stuck in the psyches of sales coaches and managers everywhere, it seems, and is drilled into sales staff with the same vigor as it was by Blake, played by Alec Baldwin, in the film… and with the same level of concern for the customer, I might add.
Personally, I find the phrase to be irksome, for many reasons. First, I’ve never appreciated any sales philosophy that didn’t actually have the consumer’s interest taken into account, something you as a reader, a ‘customer’ if you will allow me, of Well Sewn, should take comfort in! So-called great salespeople say they can sell anything to anybody; not me. I can’t sell something, endorse something, unless I believe in it. Truth be told, that’s the reason I avoided becoming a financial advisor: most firms these days expect advisors to push insurance products to clients that I simply didn’t endorse. Lining my own pockets by convincing clients to buy a product I didn’t really believe was in their best interest might have made me a lot of money, but would have felt tantamount to being a criminal.
Second, the phrase ‘always be closing’ is, of course, just poor grammar, and while that may sound trivial, how we speak impacts how people view us. Which brings me to a counter-phrase I’d like to propose to those of you here in the Well Sewn community: “ACL: Always Continue Learning”. Some may laugh, but take a moment to think about it – in truth, many people avoid learning once they finish school, for any number of reasons. Maybe they’re burnt out on it, maybe they can’t be bothered. But a true connoisseur, a gentleman or lady, is a renaissance man (or woman, as the case may be), having a broad knowledge base.
As with many things, I’ll add a disclaimer that this is just one fellow’s opinion, but you can be the best dressed person in the room, with impeccable taste and styling, and a voice like an angel, but if you have no knowledge base to hold a conversation, beyond current pop culture, you come across as a yutz. A connoisseur should have deep knowledge of several things about which they are passionate, reasonably broad knowledge of many topics that allow them to perceive the world around them in greater context, and also be comfortable enough in consuming new information that they can use what they know to comfortably find common grounds for conversation with almost anybody, from janitor to CEO, from farmer to prime minister.
Beyond expanding your own knowledge to be able to hold good conversations and be better equipped to understand the complexities of the world, there are other practical applications of ACL. One straightforward one is that you never know what you may discover that truly, deeply piques your interest – and perhaps more importantly, from that, who you may meet that you find shares some interest in that same obscure field, even if trivial. Even amongst your own friends, you might find someone who has a passion for the new things you learn.
Remember the importance of continuing to learn no matter your age, education, location, career. The internet has a menagerie of information, if you are willing to dig it out. Even Wikipedia.org has more than you could read in a lifetime. Don’t be afraid to read a new book, go by a library or bookstore and ask a librarian or clerk for a recommendation. Discover information about other cultures and history. If nothing else, here at Well Sewn we have our Cultivar of Knowledge section to help readers get a broad swath of interesting bits of information to start the journey.
Finally, if I may make a personal suggestion – never be afraid to share your passion for information. The world could do with more well-informed people, and shying away from knowledge helps no one. That’s not to say be a teacher, or more, a preacher, of your own knowledge, but share freely with those around you, and learn from those people likewise. Ensure that you have amongst friends and associates knowledgeable people as well, to challenge your mind and assumptions. As the expression goes, and it is particularly true for continued learning – ‘if you ever find you are the smartest person in the room, then you are in the wrong room.’
