Johnny Hustle

Manny Machado--not Johnny Hustle

"I'm not the type of player who's going to be 'Johnny Hustle'.  So said Manny Machado after showing a total lack of hustle during the MLB playoffs.  The original hustling baseball player was Pete Rose, nicknamed "Charlie Hustle".  So, what is this hustle all about?

The Urban Dictionary defines "hustle" this way: To have the courage, confidence, self belief, and self determination to go out there and work it out until you find the opportunities you want in life. 

Hustle is the heart of sales. A good salesperson never dogs it, never stops selling--is always hustling.  If you're not hustling, you not selling.  If you're not hustling, you're never going to the top.

If you're not hustling every single day, finding new customers, learning more about your product, servicing your existing customers--if you're not doing this every single working day, then you're not hustling.  Plan your work and work your plan--at full speed, every single day.

If you believe in what you're doing, hustle comes naturally.  Be proud of your profession; be good at what you do, and never stop hustling.

A-B-C = Always Be Closing

Alec Baldwin, in the 1992 movie, "Glengarry Glen Ross", made the line "Always Be Closing" famous. The classic formula for sales people has always been--make your presentation, then ask for the order.  I have a business associate friend who I nicknamed "The Closer" because he's always closing, no matter what's being discussed.  By the time "The Closer" is done selling, the customer is wondering why he even considered anyone else or any other product.
When you ask a real estate agent what the most important thing to consider when buying a property, the answer is always LOCATION, LOCATION, LOCATION.  And when you ask a true salesperson what they most important quality of a top performer is SELL, SELL, SELL.
There is no top performer of any sport or profession who is not always on, always thinking about how to perform better, how to achieve absolute perfection.
Selling is a profession as honorable as any and no one engaged in this profession should ever sell themselves short.  As an honorable profession, those who are salespeople should do everything possible to perform at the top of their capabilities.
Stand tall as a salesperson; be proud of your profession; never apologize--but ALWAYS BE CLOSING.