Command the Gate or Stay Broke

Implement a thorough 5-10 minute pre-qualification process ('the gate') with 6+ key questions to ensure prospects are serious before any on-site visits.

Always take control of the on-site meeting by setting the agenda, clearly outlining your process, and actively involving the client in defining the project scope.

After presenting your price, pause and remain silent; the first person to speak often loses leverage, and silence encourages the client to process and respond.

Develop a systematic sales approach to identify and fix weaknesses in your process, leading to consistent closing rates and higher profit margins.

Invest in sales training that includes practical application and role-playing to drill skills, as consistent practice directly correlates with increased earnings and efficiency.

Recognize that increasing profitable sales is the core solution to many business challenges, including funding marketing, hiring, and improving overall operations.