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I know what to do...
When I was with Hewlett-Packard, my territory was small to medium-sized businesses (SMB) in San Diego, California and I was based in Colorado. I grew the territory from $250k per quarter to over $800k per quarter in about 18 months.Â
I was successful because I had a system.Â
My clients say: "I need to close more business" because they believe their closing skills are weak and or they're looking for the 'magic pill' that has people buy (which we know doesn't exist.)Â
They don't know the real answer is one, two, or three steps earlier in their selling process.Â
I developed a diagnostic tool to show them where their selling process was broken, and then we'd fix it one step at a time and their sales dramatically improve in the following 30 days without adding more time or stress to their already busy schedule.Â
This tool is now the framework I use to teach my clients how to sell one step at a time without being salesy.Â
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