Tag Archives: sales process

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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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 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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Everything starts with a process

Highly creative and talented people – artists, writers, composers – don’t seem to have a process. The artist, for example, sits down at her easel, takes out a brush, dips it into some paint and begins painting. As we watch, … Continue reading

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To get better results, get a better process

Most of us don’t think about the processes we use. We just keep using them. And that’s okay. But when you think about the processes you use, chances are you can find a way to make them better. How to … Continue reading

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What’s your business’ personality?

As a business and marketing strategist I freely admit to being considerably more than a little critical of the way businesses do things. Just as people have only one opportunity to make a first impression, so do businesses. Case in … Continue reading

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Are your clients really coming first?

I’ve seen this scenario too many times. I’m visiting with one of my clients. The mail arrives. There’s a signed contract and a big fat check from a brand-new client. The boss is thrilled. The entire team is celebrating. It’s … Continue reading

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“I just don’t know how to close the sale.”

I must have heard that three times this week –– from a client, a prospect, and a long-time friend. There are many reasons business owners who are in a selling mode and even professional salespeople are insecure about closing. They … Continue reading

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