Always Be Closing


Many times when I ask clients about their sales process they are a little vague, visceral, and up in the air. They may have an idea of what they should be doing but it’s more or less in their head — not a detailed, strategic plan. Can you relate?

Let’s take it from the top. A great sales process starts with your ability to communicate effectively, being able to articulate your value, and differentiating yourself from your competition. So where do you start?

First, you need to track your results. How are you generating leads? How do you convert those leads into your pipeline so you have a steady stream of potential customers? What’s your conversion ratio? What’s your closing ratio?

Secondly, how are you staying in front of your prospects? Do you make it easy for them to consider doing business with you? What happens when you reach out to your client and they say NO? Is it a “one and done” and you quickly move on to the next client, pounding the phones all day? Or maybe not…maybe you feel stuck, blocked or just give up!

Thirdly, when you connect with a prospect do you give them the exact same experience? What benefit are you providing? What’s your Call to Action? What’s your message? Do you make an emotional connection and show them how using your product or service is going to benefit them? After all, people like to do business with people they like.

Click here to continue reading Pam’s article about how to create your sales process, or you can contact Pam directly at

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