--- title: "The ABCDEs of Sales and Marketing: Convert" description: Convert is the C in the ABCDE sales and marketing system from The Sales Whisperer®. Do Attract and Bond right, and the close takes care of itself. image: https://thesaleswhisperer.com/hubfs/tsw-custom/share/share-abcde-sales-and-marketing-automation-convert.jpg --- [Skip to content](https://thesaleswhisperer.com/blog/abcde-sales-and-marketing-automation-convert#main-content) [![Wes Schaeffer is The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/wes-header-lockup.png?width=1560&height=360&name=wes-header-lockup.png)](https://www.thesaleswhisperer.com/) - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) Open main navigation Close main navigation - Work With Me Show submenu for Work With Me - [Fix Your Follow-Up](https://thesaleswhisperer.com/follow-up) - [Best Day Ever](https://thesaleswhisperer.com/best-day-ever) - [HANK The AI](https://thesaleswhisperer.com/hank) - [12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak) - [48-Hour Fix](https://thesaleswhisperer.com/48-hour-fix) - [Start](https://thesaleswhisperer.com/start) - [Blog](https://thesaleswhisperer.com/blog) - [The Daily](https://thesaleswhisperer.com/daily) - [Speaking](https://thesaleswhisperer.com/sales-keynote-speaker) - [Podcast](https://thesaleswhisperer.com/podcast) Show submenu for Podcast - [Podcast Guests](https://thesaleswhisperer.com/podcast-guests) - [About](https://thesaleswhisperer.com/about) - [Get The Daily](https://thesaleswhisperer.com/daily) [Get The Daily](https://thesaleswhisperer.com/daily) Jun 13, 2025 # The ABCDEs of Sales and Marketing: Convert ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Share: [facebook-f icon](http://www.facebook.com/share.php?u=https://thesaleswhisperer.com/blog/abcde-sales-and-marketing-automation-convert) [linkedin-in icon](http://www.linkedin.com/shareArticle?mini=true&url=https://thesaleswhisperer.com/blog/abcde-sales-and-marketing-automation-convert) [Twitter icon](https://twitter.com/intent/tweet?url=https://thesaleswhisperer.com/blog/abcde-sales-and-marketing-automation-convert) [pinterest-p icon](http://pinterest.com/pin/create/link/?url=https://thesaleswhisperer.com/blog/abcde-sales-and-marketing-automation-convert) [envelope icon](mailto:?body=https://thesaleswhisperer.com/blog/abcde-sales-and-marketing-automation-convert) 2026 Update From Wes The tools changed. The platforms got new names, new features, and new prices. Why most owners struggle never changed: they bought the tool before they wrote down the process. Keep reading, and see the note at the bottom. In the continuing series on The A.B.C.D.E. Sales & Marketing System™, let's look at step three: Convert the Customer, i.e., get the cash, close the deal. ([Go here to review A: Attract](https://thesaleswhisperer.com/blog/abcs-sales-and-marketing-automation-step-one-attract).) ([Go here to review B: Bond](https://thesaleswhisperer.com/blog/abcde-sales-and-marketing-automation-step-two-bond).) If you did the first two steps correctly, the conversion to becoming a customer should be natural and easy. I know I'm doing it right when the prospect asks, > "So, how do we get started?" It should not be a grind. I tell my clients all...the...time...that their job is not to close. Their [job is to prospect](https://thesaleswhisperer.com/blog/the-1-job-of-a-sales-professional). Their job is to sort, sift, and separate. I tell them, > "I'm looking for the guy looking for me." [Perry Marshall](https://thesaleswhisperer.com/blog/perry-marshall) says, > "I'm looking for the guy with the bleeding neck." [![Perry Marshall The Sales Podcast 292 – The Sales Podcast with machine learning sales coach, Wes Schaeffer – The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/_Podcast_Images/Perry-Marshall_The-Sales-Podcast%20292.png?width=780&height=422&name=Perry-Marshall_The-Sales-Podcast%20292.png)](https://thesaleswhisperer.com/blog/perry-marshall) The paperwork to get started should be easy, obvious, exciting, and fun for both parties. Now the party really begins. > "But Wes, they signed on the dotted line. They converted to a customer. Aren't we done?" Ha! That's like saying, > "After the wedding, the hard work is done. My job is done. Now we just coast." ![Jesus Wedding Cana Wes Schaeffer From Todays Reading – AI implementation expert, Wes Schaeffer, The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/Imported_Blog_Media/jesus-wedding-cana-wes_schaeffer_from_todays_reading.jpg?width=750&height=231&name=jesus-wedding-cana-wes_schaeffer_from_todays_reading.jpg) How's that working out for so many married couples over the last few decades? Now is when the work begins. Like a baseball player swinging through impact, a good husband provides for years after the wedding, and a professional salesperson makes sure the new client has everything they need. This gets into the "D" and "E" of The A.B.C.D.E. Sales & Marketing System™, which I'll continue with soon enough. But for now, understand what it takes to build trust with your prospects and get them to actually pay you. That means making it easy for your typical customer to pay, i.e., get your merchant account set up and accept every form of payment possible—or make it hard by design, if this is a weeding-out step, which is fine in many cases. Have your legal agreements created, if needed. You should be taking notes along the way that are easy to drop into your boilerplate agreement, so the prospect reads their own words when they are signing. All of this needs to happen the moment the prospect says, "I'll take it." When you set yourself up for success, the "close" is the easy part. Most sales trainers have you focus "80% of your effort here, because that's where the money is made." That's only true when you don't control the opening of the relationship...the Attraction...the Bonding and Building Trust. When you drop in like a ninja, yes, you have to master a lot of closing techniques, NLP, framing, persuasion, body language, hypnosis, cold reading, future pacing, negging, negative reversing, etc., etc., yada frickin' yada. Who wants to do that? Who wants it done to them? Who wants that done to their friend or loved one? [Jeffrey Gitomer](https://thesaleswhisperer.com/blog/gitomer) says, > "People love to buy, but they hate to be closed." So learn to open relationships instead of closing deals, and watch your sales grow and your stress shrink. ## Why the CRM Didn't Fix It I've used Salesforce since 2004, Keap since 2008, and HubSpot and Ontraport since 2014. Every tool on this page works. Plenty of owners still give up on it. The tool was never the problem. A shiny CRM with no written process is just expensive dashboardery. Write down how a stranger becomes a customer first. Then pick the software that fits that process. [**Get a process before you get the software →**](https://thesaleswhisperer.com/process-first) Market like you mean it. Now go sell something. Want a sounding board while you fix it? 12 Weeks To Peak™ is 84 days of private coaching with me covering business, faith, family, fitness, and finance. I show up, I listen, and I tell you the truth. [See If We're A Fit →](https://thesaleswhisperer.com/12-weeks-to-peak) Not ready for private coaching? [Join the Inner Circle](https://thesaleswhisperer.com/inner-circle). Would you rather have it built for you? [Meet Hank](https://thesaleswhisperer.com/hank). ## Related posts [![](https://thesaleswhisperer.com/hs-fs/hubfs/abcde%20convert%20to%20customer%20wes%20schaeffer.jpg?height=200&name=abcde%20convert%20to%20customer%20wes%20schaeffer.jpg)](https://thesaleswhisperer.com/blog/abcde-sales-and-marketing-automation-step-two-bond) [Grow Sales](https://thesaleswhisperer.com/blog/topic/grow-sales) ## [The ABCDEs of Sales and Marketing: Bonding](https://thesaleswhisperer.com/blog/abcde-sales-and-marketing-automation-step-two-bond) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Apr 23, 2025 2026 Update From Wes The tools changed. The platforms got new names, new features, and new prices.... [Read more](https://thesaleswhisperer.com/blog/abcde-sales-and-marketing-automation-step-two-bond) [![Every Job is a Sales Job, Dr. Cindy McGovern — AI-powered sales insights from Wes Schaeffer, The Sales Whisperer](https://thesaleswhisperer.com/hs-fs/hubfs/Blog_Featured_Images/pexels-7415119.jpg?height=200&name=pexels-7415119.jpg)](https://thesaleswhisperer.com/blog/dr-cindy-mcgovern) [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## [Every Job is a Sales Job, Dr. Cindy McGovern](https://thesaleswhisperer.com/blog/dr-cindy-mcgovern) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Mar 14, 2025 Don't Sell. Invite Them To Buy. Click here to download the episode. [Read more](https://thesaleswhisperer.com/blog/dr-cindy-mcgovern) [![Dr. Cindy McGovern Returns | The Sales Whisperer®](https://thesaleswhisperer.com/hs-fs/hubfs/tsw-custom/share/share-dr-cindy-mcgovern-2.jpg?height=200&name=share-dr-cindy-mcgovern-2.jpg)](https://thesaleswhisperer.com/blog/dr-cindy-mcgovern-2) [The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast) ## [Dr. Cindy McGovern Returns](https://thesaleswhisperer.com/blog/dr-cindy-mcgovern-2) ![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer) Sep 16, 2019 "Everything is sales." \[ LISTEN ON APPLE PODCASTS OR SPOTIFY \] The Sales Podcast [Read more](https://thesaleswhisperer.com/blog/dr-cindy-mcgovern-2) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Wes Schaeffer", "url" : "https://thesaleswhisperer.com/blog/author/wes-schaeffer" }, "dateModified" : "2026-10-04T03:58:16.302Z", "datePublished" : "2025-06-13T14:35:44.000Z", "headline" : "The ABCDEs of Sales and Marketing: Convert", "image" : [ "https://thesaleswhisperer.com/hubfs/tsw-custom/share/share-abcde-sales-and-marketing-automation-convert.jpg" ], "mainEntityOfPage" : { "@id" : "https://thesaleswhisperer.com/blog/abcde-sales-and-marketing-automation-convert", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://thesaleswhisperer.com/hubfs/wes-header-lockup.png" }, "name" : "Fixer Wes" } } ``` ```json { "@context" : "https://schema.org", "@id" : "https://thesaleswhisperer.com/#organization", "@type" : "Organization", "founder" : { "@id" : "https://thesaleswhisperer.com/#wes" }, "legalName" : "TSW Group, Inc.", "logo" : { "@type" : "ImageObject", "url" : "https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%20The%20Business%20Fixer%20white.png" }, "name" : "The Sales Whisperer®", "sameAs" : [ "https://www.instagram.com/fixerwes", "https://x.com/fixerwes", "https://www.linkedin.com/in/thesaleswhisperer/", "https://www.youtube.com/@TheSalesWhispererWes" ], "url" : "https://thesaleswhisperer.com/" } ``` ```json { "@context" : "https://schema.org", "@id" : "https://thesaleswhisperer.com/#website", "@type" : "WebSite", "name" : "The Sales Whisperer®", "potentialAction" : { "@type" : "SearchAction", "query-input" : "required name=search_term_string", "target" : { "@type" : "EntryPoint", "urlTemplate" : "https://thesaleswhisperer.com/hs-search-results?term={search_term_string}" } }, "publisher" : { "@id" : "https://thesaleswhisperer.com/#organization" }, "url" : "https://thesaleswhisperer.com/" } ``` ```json { "@context" : "https://schema.org", "@id" : "https://thesaleswhisperer.com/#wes", "@type" : "Person", "alternateName" : "The Sales Whisperer", "image" : "https://thesaleswhisperer.com/hubfs/wes-suit-forward.jpeg", "jobTitle" : "Founder", "name" : "Wes Schaeffer", "sameAs" : [ "https://www.instagram.com/fixerwes", "https://x.com/fixerwes", "https://www.linkedin.com/in/thesaleswhisperer/", "https://www.youtube.com/@TheSalesWhispererWes" ], "url" : "https://thesaleswhisperer.com/about", "worksFor" : { "@id" : "https://thesaleswhisperer.com/#organization" } } ```