Category Archives: Sales Process

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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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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