This document discusses the importance of having a defined sales process with multiple steps to get prospects over the line to become customers. It highlights the need to address both emotional and rational motivators for buyers and deal with objections they may have. Additionally, it recommends discussing pricing early in the process and notes that achieving above average success requires setting disciplines that many people are unwilling to consider.

1. Getting them over the Line...
What’s my Sales Process?
Have one! How many steps?
Emotional vs Rational Motivators
Deal with the objection
Talk $$ early

2. “If you are to achieve a level of
success that is above the
norm,
then you have to set
disciplines that most people
don’t even want to hear about”
Gordon Ramsay