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Home / Engagement / Commentaries

Seven Critical Closes For More Sales and Profits

As an Atlanta executive B2B sales trainer and coach with over 20 years of sales experience,  I have learned a lot about the sales process and closed many deals.  Many B2B sales training programs and courses miss this when teaching about the sales process.

Most people think that you should focus on just that one closing appointment.  That is, when you ask for the check  and the sale.   However, there are is,  in fact,  many closes that you must successfully complete. Not just one close, but, actually seven closes.  If you are not successful with the first two closes, then you will never get to the first appointment.

I watched a video by Erik Luhrs and he made some good points. He said that there are three closes.   It got me thinking.  Reflecting on my experience, I came up with seven closes.  Yes, selling is hard work, but the rewards are wonderful.  If you can successfully complete them, then you will have more sales and greater profitability:

Close #1 – Encourage or attract your best prospects and target niche-market to contact and connect with you.  You must answer the question: “What’s in it for me?”  Goal: to schedule a telephone conversation or video chat.

Close #2 –  Conduct a brief telephone call with your best prospects in your target niche-market to discover goals, wants, needs and pain. Goal: to schedule a first call appointment.

Close #3 – Conduct a first call appointment.  Getting your best prospects and target niche-market  to open up, share and reveal critical personal, feelings and information.  Presenting to your best prospects and target niche-market your company solution.  Goal #1: to bring them back to her past emotional state and agree to select your company and overall solution. Goal: to accept the overall customized solution.

Close #4 – Presenting to your best prospects and target niche-market your company solution.  Goal #1: to bring them back to her past emotional state and agree to select your company and overall solution. Goal #2: to accept the overall customized solution.

Close #5 – Overcoming questions, objections, closing the deal and defining next steps with your best prospects and target niche-market.  Most of these objections should be answered during the first call appointment.  Goal: Close the deal and make the sale.

Close #6 –  Asking for referrals from your best prospects and target niche-market.  Goal: to create a system that generates new business referrals and leads.

Close #7 –  Keeping your best prospects and target niche-market engaged and asking them to continue to buy from you.  Goal: to create a system that keeps producing sales from your current clients.

What am I missing?  What is your experience?  What are your thoughts?

Most people know WHAT to do, but not HOW to do it.  Are you looking to improve your sales?  Looking for a B2B sales training course or program with a different philosophy and  methodology?  Are you interested in learning how to use the web to increase sales and profits?   Take advantage of our no cost, no obligation Sales, Web and Profit Jump Start Session!    Go!

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What Is Your Sales and Profit System?

How do you get business owners to return your call? How do you get a decision maker to respond to your email, letter or post card? What can you do to increase your company’s sales and profitability? What can you do to integrate the web into your sales and profit system? How can you use the web to generate more leads, strategic partners and centers of influence? What can you harness social and new media to improve sales and profits?  What are some of the best ways to use the web to improve your cash flow, reduce and control costs?

Let’s be honest.

Traditional sales and marketing methods no longer work. These strategies, tactics and ideas are costly, ineffective and not efficient. Unfortunately, maintaining the status-quo will not keep business owners successful in today’s changing business environment.

Is this Deja Vu?

The definition of insanity is doing the same thing over and over and expecting different results. Is it time for a change in your business?

Change is constant.

We face a changing economy, changing technology and a changing consumer. The Internet has created an greater opportunities, resources and tools. It has forever changed the way we do business.

Unfortunately, it’s also created some confusion.

Some people believe that all you need is a “great looking” company website and your prospects will flock to you and buy lots of your products and services. It is not that simple. In fact, it is more complicated than that. There are specific items that you should incorporate on your website to increase your sales and profits. Others are not quite sure how to maximize social media tools like Linkedin, Twitter and Facebook. They don’t know how this can be used to increase sales. Moreover, business owners can see how major companies are using new media strategies such as blogs, video and podcasts but, they are not sure how they can be applied to their individual businesses.

There is a better way.

Business owners and entrepreneurs should embrace the web. They must learn it, love it, adapt to change — or face possible extinction. Forward thinking individuals, companies and Fortune 500 companies are adapting. Small business must adapt as well. You can’t conduct a “business-as-usual” approach and expect to succeed in today’s economy.

What is our passion?

Our passion is showing companies how to increase sales and improve profits by leveraging the web and technology. Like many business owners, I wanted to grow my business, build my sales, reduce my expenses, increase my cash flow and improve my profitability. That’s when I discovered the benefits of the using the web and technology. Our ideas have helped other growth-oriented companies too. Everything we do is tied to achieving more sales and greater profits for our clients.

Where do you begin?

However, before you can improve your business, you must know your current situation. We have created over 20 system evaluation tools to help you better understand how to increase your company sales and profits by maximizing your company website, web presence, assets, resources, client & prospect database, social and new media. For example, we have created seven 100 point checklists of “must-have” items to increase your sales and profitability for your company website, blog, podcast, Linkedin, Twitter, Facebook, video, media page or YouTube. Additionally, we have created 15 other sales & profit tools for sales, profit and to improve client, prospect and employee engagement.

Don’t just believe me.

Check out what other people are saying about eWeb 2 Sales. We have logged hundreds of hours of coaching business owners and entrepreneurs — showing them how to maximize their sales, profits with the web and technology. Can over fifty testimonials be wrong? Also, I have over 10,000 people following me on Twitter, Linkedin and Facebook. This year, Small Business Trends (created by Anita Campbell) selected my radio show to be one of best business shows in America.

Successful business owners and entrepreneurs need a comprehensive sales and profit system that embraces the web.

Consequently, we created my e Web 2 Sales and Profit System from my own successful business experiences. This system is designed to show business how to integrate the web and technology into your sales and profit system. There are four parts to our system: sales, profit, new media and social media. The system includes over 1,000 ideas, over 200 quick sales-web-profit tips, over 100 quizzes and surveys, over 50 business topics, over 150 podcasts, lots of videos, over 20 articles , over 25 business aids and social network of business owners, entrepreneurs and strategic partners.

Business owners and entrepreneurs need new strategies, ideas and tactics.

Our e Web 2 Sales and Profit System offers enlightened business owners new principles, best practices, strategies, tactics, ideas and tools that they can implement to improve their business today! Also, our system includes introductions to our strategic partners in technology, web design, SEO, marketing, administration, accounting, business law with proven business models who are ready and dedicated to your success! They offer a complimentary sessions to help you better understand your choices and alternatives.

Get a second opinion on what opportunities and possibilities are available to increase your sales, profit and business success.

We are strategic partners who are committed to your business success. If you would like to get a second opinion and interested in a complimentary consultation, we will give you a choice: Sales and Profit Analysis or Web Presence Review. You can request both, if you are a referral from one of our satisfied clients or strategic partners. I would welcome the opportunity to share our business philosophy, methodology, and ideas to move your business to the next level.

Let’s connect and talk soon!

Take  Advantage of Our eWeb 2 Sales Solution

Why change your traditional #sales system?  What happens if you don’t?   Get Started Now! Get the Answer and Learn More

How has our eWeb 2 Sales System positively impacted our clients’ business?   Check out our Testimonials!

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Got a question? Just drop us a note! Send us an email using our web form below.

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Testimonials

“Kenneth Darryl Brown is ” THE MUST-HAVE” sales coach for you! If you’re a professional and sales is not second-nature to you, Ken is your man.” Deanna Baxam, Attorney, Baxam Law

“Ken is very insightful and provided a great deal of clarity to the vision of my business as it relates to the web. His approach is counter intuitive and really challenged conventional thought about how to utilize the internet to increase sales and grow my business” David Glass Vision Link Advisory Group and Darden Delights

“Thank you for your great input about how to improve my business sales process. I am really excited to learn your unique sales-web process.

My close rate has drastically improved from 10 percent to over 50 percent with just one training session with you! Traditional sales methods and practices don’t work any more. Your knowledge of consultative selling and how it benefits business owners never ceases to amaze me.

If business owners want to learn more about sales-web strategies and tactics, get more sales and create a comprehensive sales-web system, then Kenneth Darryl Brown of eWeb 2 Sales and Profits is the company for you.” Jackie Tulos, Targeted Local

“If you find that the amount of effort that you put into building an online presence is not paying off, then you need to immediately schedule a session with Kenneth! Every time I talk to Ken, I always walk away with practical and affordable solutions that I can begin implementing to drastically improve sales. Ken stays on the cutting edge of technology and is not shy about sharing what he knows to help others in their respective ventures. People like Ken are rare gems in this oftentimes dog-eat-dog business world and when you talk to him, you’ll want to hold on tight!” Alicia Butler Pierre, Efficiency Engineer, Equilibria

“Ken Brown is a highly passionate and focused sales-web coach. He can really add power to your sales with the integration of technology solutions. Ken loves to help others grow and develop their business through seeing successful sales results.” Hugh Massie, President, DNA Behavior

“Kenneth Darryl Brown and his company eWeb2Sales have become a great strategic partner for our Arkansas State University SBTDC. His B2B sales 2.0 ideas and insights on lead generation, sales conversion, consultative selling, website, social and media improvements have very valuable to us. Herb Lawrence, Director, Arkansas State University Small Business Development Center

We have been working with Kenneth for only a couple of months. However, our sales results have been terrific. Wow! Ken made it happen! His results have been tremendous.

His consultative selling course has taught us to be more confident, how to ask the right questions, how to listen and understand our prospective client’s goals and needs before trying to make the sale. We have seen an increase in our new sales by over 60 percent!

We have incorporated his sales 2.0 strategies, tactics and ideas into our web pages and have seen our traffic page views double and time on the site increase from less to 30 seconds to an average of 2 minutes! That’s almost 600 percent!” Valerie Jennings, Your Virtual Assistants

“I have learned so much about growing my public relations business and securing and retaining clients that I don’t know how I’ve gotten along this far without “eWeb2Sales” coaching sessions.

His easygoing coaching style, is not to be confused with the wealth of critical information and customized formulas and systems he shares for your success. The Sales & Profit ROI Calculator has been an invaluable tool in helping me keep my business expenses, sales and profit margins on track.

No matter if you’re a start up business or could use some new insights to maximize your sales and profit potential, you are sure to greatly benefit from these sessions!” Norma Stanley, Marketing and Communications Consultant

“Ken became my Sales-Coach, Advisor and “Go-to-Guy” for building my new media marketing campaign. He has been awesome! I feel like he cares more about my business than even his own! That is just the kind of guy he is!

He identifies the key goals and objectives of his clients and doesn’t just say “do this or do that” like other coaches….he gets into the game with his clients! He gives me assignments and holds me accountable to get the things done!

Ken gets results! He isn’t just a “hired gun”. He’s the “hired gun” and “the sheriff”! Ken is a great team player and sales-web and profit coach! This is just what my business needs!” Karen Rands, Venture Catalyst, Launch Funding Network

“Ken is a sales coach that comes at business with a slant like no other I’ve seen before! He incorporates advising his clients using the many benefits of technology in his approach—and I am pleased to have him as a resource for my clients! He adds breadth and a new way of thinking beyond what I’ve seen any other business coach provide!

My job as trusted business advisor and CPA is taken to a new level, with Ken providing an incredible complement to the accounting/finance/tax services that RockRidge Financial Services offers.

I only hope that others have the opportunity to see the value that Ken Brown brings to their business. I am very fortunate to have him on my team and would recommend him without question!” Andrew Levy, CPA, RockRidge Financial Services

“Ken and eWeb2Sales stepped in and he far exceeded our initial expectations. As a B2B Sales 2.0 expert, coach and consultant, he became our company website project manager and got the job done!

First, he showed us how to design our web pages to attract, connect and convert new visitors and prospects.

Second, they helped us define our company uniqueness and now we proudly share it through our website by adding company achievements, accomplishments, testimonials and our unique business benefits and services.

Third, Ken assisted in improving our web presence and marketing efforts by creating an online branding & promotion plan, creating with new content and building a stronger local SEO presence with specific key words.

Fourth, eWeb2Sales improved our social and new media efforts by adding a new company blog, creating two new company audio podcasts and videos.

I recommend Kenneth, his passion and B2B sales expertise make him and eWeb 2 Sales & Profits a valuable asset and an effective strategic partner.” Jim Beesley and Russ Berkhan, HR Strategies

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