Whenever I was required to put on a sales hat, I always felt I was part of a firing squad. The problem was, I was the one with the bullseye on my chest.
I guess I felt that way because I never saw myself as a natural salesperson—the kind that shows no fear and seems to instinctively move from one step to the next and to closing a sale.
Not me! I was terrified. My knees wobbled. My mouth was dry. I simply never wanted to be there. Has this ever happened to you?
However, by listening and watching how truly natural and proficient salespeople went about the task of opening a sale and eventually closing a sale, and by analyzing their approaches, successes, mistakes, and failures, I began to recognize patterns — what I called similarities for success.
Through trial and error, I began to apply these patterns of sales success to my own situation. I quickly discovered by applying what was learning and deducing, I was able to close more sales and more profitable sales when I followed the ideas and methods that I ultimately incorporated into my Sales Process Guru methodology.
As time went on, I felt more at ease. I sharpened my own personal sales process methodology, my presentations were becoming more and more effective, my closing ratio increased, and I was cultivating lifetime clients — the best kind of clients to have!
By way of introduction, I’m a business and marketing strategist and founder and CEO of Profitability Institute, Inc., a Tampa-based coaching, consulting, and training firm dedicated to helping business owners, CEOs, and leadership teams successfully tackle urgent challenges, improve organizational efficiency, and increase sales proficiency leading to future growth and profitability.
I’m the author of the Amazon bestseller How to Close More Business in Less Time, which outlines critical aspects of my sales process. I previously published How to Give Your Business an Extreme Marketing Makeover and Direct Mail Success.
I’m an active blogger and proficient marketing writer, and I’ve written and published numerous articles on marketing, direct marketing, and the sales process.
Today, my first love is training and coaching business owners and salespeople to close more business and better business in less time — and to become that natural salesperson we all aspire to.
If you’re willing and if you’re up to the task, I’d like to help you become one of those natural salespeople.