Alec Baldwin gave a landmark performance in the award-winning film Glengarry Glen Ross (which also starred Al Pacino & Kevin Spacey). Although Pacino was nominated for an Academy Award, it is Baldwin’s “Always Be Closing” speech that lives on in infamy (WARNING: The speech is R-rated and contains profanity and other mature/controversial themes). In the film’s opening sequence, Baldwin talks about the A-B-C’s of closing: •A – Always •B – Be •C – Closing In the world of sales you have to “close” the deal. How do you do that? With the AIDA steps, of course: •A – Attention: Get their attention •I – Interest: Get them interested •D – Decision: Get them to make a decision •A – Action: Get them to take action Well, in 1997, I got to see Mr. Baldwin in action and do just that – and I will never forget it as long as I live. As pictured above, I was on set with Alec Baldwin and I watched him work his magic to get his way, and it’s something I have used ever since because it actually works. For the record, I was assisting that day in a number of capacities, including being a stand-in for Mr. Baldwin as they set the lights. You may be wondering just exactly what Mr. Baldwin did, so here’s the short version: He didn’t exactly like the set-up of the scene, so here’s how he “closed” them on changing it (using the AIDA steps): •A – Attention: Get their attention; He was seated (as in the above photo) and stood up in the middle of a take (meaning, they were filming). •I – Interest: Get them interested; Mr. Baldwin got them interested in changing it by expressing, politely, that there was a better way of doing it. And changing it would benefit the final product (so everyone would win in the end). •D – Decision: Get them to make a decision; He got them to make a decision by taking a break and walking off the set to use the restroom (I recall that he said he was too hot). •A – Action: Get them to take action; He told the director to come get him to resume filming after the changes had been made. It worked like a charm. He didn’t do what some A-list stars have done (like diva behavior or temper tantrums). He, basically, charmed them into making the changes. As a headhunter, I have used these techniques countless times, most commonly when an executive personal assistant is considering passing up a once-in-a-lifetime opportunity to work for a celebrity or billionaire. So, if youre not getting what you want, give it a try and see if it works for you as well. TOP PHOTO: Brian Daniel & Alec Baldwin in Los Angeles (personal photo) SECOND PHOTO: New Line Cinema (publicity still frame) Share on LinkedIn Share on Facebook Share on Google Pluse Share on Twitter Written by Brian Daniel Brian Daniel 3 posts Follow
Posted on: Thu, 11 Sep 2014 20:38:57 +0000
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