Stop hoping that sales might happen - build a process that ensures they will. The ability to turn leads into sales is the foundation of every successful business. Converted offers a tried and trusted framework for achieving this goal, replacing unpredictability and uncertainty with a practical and reliable sales process. This book outlines the ten logical steps you need to master in order to reduce deal-time and close more sales. You'll learn how to: • Target qualified prospects and avoid tyre-kicking timewasters • Join the conversation happening inside your customer's head and pitch accordingly • Guide the sale with meaningful questions that engage and inspire action • Reassure your prospect and eliminate objections • Time your quotations and proposals so that they generate more orders, more often