Text us your comments or topic ideas for future shows.Sales is the engine that drives every small business, but in uncertain economic times, the pressure to “just sell more” can leave owners spinning their wheels. On this episode of The KeyHire Small Business Podcast, host Corey Harlock sits down with Melinda Emerson, widely known as “The Small Biz Lady” and recognized as America’s #1 Small Business Expert, to uncover what truly makes a sales process work. With more than 25 years of experience advising entrepreneurs and global brands, Melinda has seen firsthand why many small business owners struggle to close deals and sustain growth. She pulls no punches in this conversation, walking us through the five critical elements of a successful sales process: Niche – Knowing exactly who you serve and narrowing your focus to become more attractive to the right clients. Offer – Creating a clear and compelling value proposition that eliminates confusion and makes buying a no-brainer. Authority Positioning – Establishing credibility and demonstrating why prospects can trust you to deliver results. Lead Generation – Building consistent, reliable traffic and qualified leads through smart strategies and strong content. Enrollment Process – Designing an intentional closing process that converts interest into commitment. Throughout the episode, Melinda shares candid stories from her own entrepreneurial journey, including the early mistakes she made in business and how writing her bestselling book, Become Your Own Boss in 12 Months, opened doors she never imagined. She also explains why transparency, professionalism, and consistency are the keys to building long-term client relationships. Corey and Melinda dig into some of the biggest mistakes small businesses make when it comes to sales. From skipping the hard work of defining a process, to relying on expensive CRMs they never learn to use, to assuming that hiring a salesperson will magically fix everything—Melinda outlines why these shortcuts almost always fail. Instead, she emphasizes that owners themselves must first learn to sell, master their own systems, and only then consider bringing others into the process. Listeners will also hear practical advice on structuring offers, right-sizing proposals to fit client budgets, and creating lead magnets that provide real value. Melinda highlights the importance of asking better discovery questions, understanding client payment cycles, and protecting margins to ensure profitability. If you are a small business owner who has ever felt frustrated by inconsistent sales, struggled to close deals, or wondered if bringing in a salesperson was the right move, this conversation will give you the clarity and strategies you need. Melinda’s energy, honesty, and proven track record make this episode one you do not want to miss. Whether you are looking to strengthen your sales foundation, refine your process, or simply avoid costly mistakes, you will walk away with actionable insights you can implement immediately. Tune in, take notes, and get ready to rethink how your sales process should work. Connect with the Experts   Learn More about Melinda: https://smallbizladyuniversity.com/academy/ Become Your Own Boss in 12 Months: https://a.co/d/4WrRnxB Follow us on YouTube @keyhiresolutions, Facebook @keyhiresolutions, and Instagram KeyHire Solutions helps small business owners scale smarter, not harder. From hiring the right talent to building systems that work, we give you the strategies and support to grow your business without burning out.Learn More at www.KeyHire.Solutions

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