Author Archives: Gil Effron

People don’t start listening until they start talking

Prior to writing How to Close More Business in Less Time, I had an opportunity to coach a startup home remodeling company in Ohio. The two partners decided to focus on high-end kitchens and bathrooms. Not a customary place for … Continue reading

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No more surveys! You already know the answer…

While traveling last week I received three surveys from servers in three different restaurants – the kinds that ask us to go online, enter a number, receive a discount coupon for a next visit, and even win a prize. I … Continue reading

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Overcoming bumps, detours, and sudden stops

One of the things I like best about the “process” is that all processes have one thing in common. They can be studied, analyzed, measured, modified, changed, improved, and streamlined. In How to Close More Business in Less Time, I … Continue reading

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Re-defining marketing

People have a tough time defining marketing. In fact, when you look at conventional definitions, most of them go in this direction: “Marketing is the process associated with promoting goods or services for sale” or “Marketing is increasing sales through … Continue reading

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A short course in handling objections

Objections are the so-called reasons prospects give you for not buying today or, worse, dropping the dreaded evasion, “Let me get back to you.” But let’s call objections what they are: excuses for prospects to sit on their wallets. You … Continue reading

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Why you need to document your sales process

The dictionary defines process as “a series of actions or steps taken in order to achieve a particular end.” (I think that’s pretty close.) We all use processes –– at work, at home, and just about anywhere. Suffice it to … Continue reading

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The greatest review ever received!

Naturally, I love it when someone tells me how much they enjoyed the book or how it helped them improve their closing ratio. But one compliment has always stood out as a testimonial to the power of How to Close … Continue reading

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The purpose of marketing

While business owners and leaders spend a tremendous amount of time on developing marketing strategies and plans, they spend very little time even thinking about their sales process. The way I see it, that’s like trying to climb a ladder … Continue reading

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An Amazon Bestseller

Yesterday, May 2, 2017, How to Close More Business in Less Time became an Amazon Bestseller. I’m extremely grateful to the business owners and professionals who not only purchased it throughout the past several years but who also sent me … Continue reading

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Talk to Me

It’s worse than Bill Murray’s Groundhog Day. As a writer, I pride myself on being able to communicate with extreme clarity. My secret (and it’s no secret) is that I put myself in the place of the reader. Is this … Continue reading

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