• Sell more business by being a better qualifier, presenter and closer... 95% of an effective close happens when you know how to effectively qualify your prospect!
• Spot many more sales opportunities... Selling is as much a "mindset" as it is a skill. Learn to see the world through a "sales-lense" and opportunities will pop-up in the least expected places!
• Outsell the competition in a competitive situation...
• Boost your closing percentage to 90%+. You'll be shocked how easy this is!
• Get buyers to close themselves...
• Find new business right now... and I don't care where you live or what business you're in - you'll be surprised how many prospects are sitting right under your nose!
• Overcome the pain of failure and rejection (finally!)
• Write custom-designed proposals that the buyer will want to see and buy immediately...
• Sell for higher fees... Did you know most service professionals unnecessarily underprice themselves? Learn how to charge what you're worth and not what your competition says they're worth!
• Create custom-designed presentations that will win the sale for you...
• Find out, specifically, what the buyer's motives are, without guesswork...
• Get people to open-up to you... Even the most mealy-mouthed, desk-chained introvert can learn how to become brilliant communicator - you just need to know what clients really want...
• Determine if people are committed to action, and how to create that commitment...
• Close the sale in a way that's painless for you and the buyer (and invisible to the buyer, too)...
• Stay motivated (no rah-rah stuff)...You won't find any useless "theories" or motivational jargon - this programs is comprised of tools and strategies that work when you put them into practice - pure and simple.
• Emulate the ways in which the top business producers in the professions have built their practices. You can stop all the guesswork and trial-and-error approaches - I've done the research and implemented the strategies that the top 1% use every day...
• Use the telephone most effectively... Hate the making-cold calls? Guess what? Your prospects hate them, too. There is a much better method that will feel natural to use... and relaxes your prospect as well...
• Determine if people can do business with you, or if you're alt="sales training, sales coaching, sales tips" wasting your time...
• Build personal chemistry, and have people want to buy from you and accept your ideas...
• Discover and influence the decision-making process...
• Listen in such a way that people will tell you exactly how to sell them...

"This is definitely one of the best things we have done for our firm...

"Our results have been phenomenal! Everyone immediately began putting these methods to work. The energy level in our firm has been incredible. Most importantly, everyone is empowered and confident in selling our firm. This is definitely one of the best things we have done for our firm.We more than paid for Allan's fee with the results we attained the first week following the training." - James L. Williams, Dixon Odom

#2: The I-Hate-Selling Book
The Only Selling System Created for Professionals - 200+ pages!

Learn in depth the system of the best in the professions, a proven, step-by-step methodology to closing upwards of 90% of your sales opportunities - and keeping you out of the ones you shouldn't be in anyway.

Master the methods the Best Business Generators use to Qualify, Interview, Give Customized Presentations and CLOSE.

"I attribute millions in new business to what I learned from Allan...
"I had thought of myself as being good at making sales. Generally, I would win a new client after 3 or 4 meetings. After I hired Allan Boress to work with me and my partner and management group, I found myself closing sales at the first meeting, over lunch. I would definitely attribute millions in new business to what I and my firm learned from Allan. His material is incredible. He has simplified a very complex process and made it a lot easier for the partners to meet their goals. His program is very, very effective. Most sales training programs are designed for professional sales people. Accountants and other professional service providers are not natural salespeople. We are a very successful, growing firm, and I continue to bring Allan in each year to work with us to develop our skills. I also carry my notes with me and review them before new business meetings."  - Lou Grassi, Managing Partner, Grassi & Co., Lake Success, NY

#3: The I-Hate-Selling WORKBOOK: Quick Start Guide (40 pages) - Electronic PDF Version

This series of preparations and exercises creates the collateral information you need to master selling and maximize the value of our selling system.

"Should be 750,000K...
"Hi Allan! Just writing to let you know that GR was awarded the job I wrote to you about a few weeks ago. Add-ons should be 100-150K per year... Thanks for your help."
- Russ Gordon, Goldenberg Rosenthal

Improving Your Sales or Closing Success

We work with both sole practitioners as well as professionals who work for larger firms — all of whom want to improve their ability to generate work.

Here's where we typically see ways for clients to dramatically improve their sales success:

1. Be clear headed and analytical about opportunities
   It is easy for emotions to get embedded in the selling process. Instead, use a disciplined, fact based and systematic scoring system to qualify every opportunity before you engage in a full scale pursuit. Keep qualifying it over and over throughout the selling cycle. For things change: trauma goes away, decision criteria shift and competing priorities arise. This approach keeps surprises to a minimum and your sanity intact. Rate and rank order each opportunity based on a) chemistry, b) degree and urgency of trauma, c) pace of the decision process and d) degree of commitment.
   
2. Recognize "low odds" opportunities and act accordingly
   Wasting time pursuing opportunities that you are not likely to win causes you to miss out on winnable business. You have 3 options in these circumstances: A) Walk away B) Try something dramatically different to win the business and shift the rules C) Invest the appropriate (small) level of energy, effort, emotion and expected value. Then move on.
   
3. No mind-reading or speculation
   There is something about the selling process that turns us into swamis. We guess at the prospects true motives, read great meaning into their statements and make assumptions about the selling process. Instead, ask the client to be precise and specific. Have them tell you how to sell them and win the business. This is why sharpening your interviewing skills is vital. Like a doctor, you need the prospect to be forthcoming about their trauma or you can't help them.
   
4. Let the prospect convince themselves
   Many attorneys believe that selling is convincing somebody to buy your services or products. Instead, find ways for the client to convince themselves. People buy for their own reasons, not ours. Spend most of your sales interview to get the prospect to tell you why they must buy.
   
5. Get a commitment for everything you do
   Many lawyers think of closing as asking for the business. Instead, you want to be closing for commitments from the client that move the sales process along ALL of the time. If they won't make the little commitments, it is likely that the sale is off track and they won't make the final BIG commitment.
   
6. Discuss fees and budget early in the selling process
   After exploring the depth and degree of the prospective client's trauma, discuss the budget. Get this out of the way early using ballpark estimates or fee ranges. Better to face the issue squarely and understand the prospect and client's point of view.