Dr. Paul Borosky, DBA, MBA
Sales Help for Miramar Owners
Can Your Miramar Team Close a Sale?
The customer says “too expensive.” What does your team say next?
If the honest answer is “they drop the price” or “they go quiet,” your Miramar team cannot close yet. Not because they are bad at it. Closing is not a personality trait. Dr. Paul, Miramar business consultant, teaches it as a short list of objections and a practiced answer to each. Three show up in almost every sale: too expensive, I need to think about it, and call me next week. Train answers to those and the close rate moves.
Want help training your team? Call or text (321) 948-9588.
Last Updated: 10/29/2026 · Written by Dr. Paul Borosky, DBA, MBA
Why Teams Freeze
Your Team Is Not Bad at Sales. Nobody Trained Them.
When a Miramar salesperson freezes on an objection, it is almost never attitude. It is one of these three.
- No words ready.They have never practiced an answer, so they make one up on the spot, or say nothing.
- No permission.They do not know if they can offer a smaller option, so the only move they know is a discount.
- No follow-through.Nobody expects a next step on the calendar, so the call just ends.
- What Is Consultative Selling? Sell Like You Would Advise a Friend
- How to Ask for the Sale, Then Stay Quiet
All three are fixable in about a month. Think of it as sales training Miramar owners can run themselves, no seminar required. The playbook and the four-week plan below show how. This is one of twenty sales and marketing questions on the South Florida business consultant pillar, and it pays back every single day your team picks up the phone.
Most owners were great at the trade and got promoted to boss without anyone teaching them to coach a sales team. That business side is where Dr. Paul helps.
Ready for Help?
Four Ways to Work With Dr. Paul
01 · Start Here
Business Consulting
Dr. Paul helps you build the objection list, the answers, and the practice routine your team will use.
Business consulting →02
Business Plan Writing
Adding salespeople or a new location? A business plan and financials that show what the growth is worth.
Business plan writing →03
Fractional CFO/COO
Close rate, margins, and cash tracked every month with part-time CFO and COO help, so training shows up in results.
Fractional CFO and COO →04
Small Business Education
Guides on sales, marketing, and managing people for owners who want to coach the team themselves.
Small business education →The Objection Playbook
The Three Objections, and What to Say Back
Every objection hides a real question. Your team’s job is to find it, not to argue with it.
Write these on one card and keep it by every phone. Then make the words sound like your team, not a script. If “too expensive” keeps coming up, the problem may sit upstream in how the job is priced or presented, and Dr. Paul’s small business marketing guide covers how to show value before the price ever comes up.
Help on Your Side of Town
Sales Training Miramar Owners Can Lean On
You do not have to build the whole training plan alone. The City of Miramar’s Economic Development and Housing Department lists programs aimed at small and growing businesses.
- Miramar Business Academy. A City program run with SCORE Broward that walks owners through building a full business plan. SCORE describes the 2025 program as free, seven weeks long, with grants of up to $10,000 for eligible graduates who own or plan to open a business in Miramar.
- Micro and home-based business grant. The City lists a grant for businesses with five or fewer employees and home-based businesses that want to grow. On a team that small, everyone who answers the phone is a salesperson.
- Chamber membership incentive. The City offers $150 toward a first-year chamber membership for new Miramar businesses or businesses that have never joined.
Use the chamber the way a coach uses a scrimmage. Send whoever sells for you to a networking event with one job: hear three objections and practice the answers from the playbook above. City funding is set each year and can change, so confirm what is open before you plan around it.
Sources: City of Miramar, Grants and Incentives; SCORE Broward, Miramar Business Academy.
Close on the Real Promise
Dr. Paul’s Insight: Do Not Sell the Dream to Get the Yes
“Shouldn’t I market the dream? That’s what sells!”
Dr. Paul’s take: When a customer pushes back, the temptation is to promise more: faster, bigger, everything included. That is the dream pitch from that owner’s question, and it can win the sale today only to break the promise next month. Objections get easier to answer when your team sells exactly what you deliver, said plainly. A Miramar buyer who hears an honest answer to “too expensive” trusts the next answer too. Train the team to close on the real promise, not the dream. The brand promise card in Dr. Paul’s marketing guide goes deeper.
The Training Plan
Train Your Miramar Team in Four Weeks
No seminar. No hiring a sales trainer. Ten minutes a day and one Friday meeting.
Listen
Everyone writes down every objection they hear, word for word. No answers yet. Just the list.
Write
Pick the top three. Write one answer to each, together, in words your team would actually say.
Practice
Ten minutes of role-play every morning. You play the tough customer. Swap roles daily.
Go live and review
Use the answers on real calls. Meet Friday: what worked, what did not, what changes.
Then repeat the cycle every month with whatever new objections show up. Dr. Paul’s small business management guide covers how to coach employees and give feedback that sticks. If you want help building the first round, business consulting with Dr. Paul starts right there.
Selling in Miramar
Trained Buyers Need a Trained Team
Miramar Park of Commerce holds 5.5 million square feet of office, lab, light manufacturing, and distribution space on a 600-acre campus, and CoStar calls it the largest privately owned corporate park in South Florida.
If your team sells to the businesses in those parks, or to the people who work there, they are talking to buyers who negotiate for a living. Those buyers say “send me something” and “we will circle back” every day. A team with practiced answers sounds like a vendor worth calling back.
- City of Miramar Business Tax Receipt. Required by ordinance for anyone running a business, profession, or occupation in the city, including home-based businesses. Commercial businesses need an approved Certificate of Use first, and receipts renew by September 30.
- Miramar Pembroke Pines Regional Chamber of Commerce. Named Chamber of the Year in its budget category by the Florida Association of Chamber Professionals in 2022.
- Florida SBDC at FAU. Serves Broward and Palm Beach Counties, with a Broward office in Davie.
Sources: CoStar, Miramar Park of Commerce (article undated); City of Miramar, Business Tax; Florida Chamber of Commerce, December 7, 2022; Florida SBDC at FAU.
Start Monday
Five Questions for Your Next Team Meeting
Ask these out loud. The answers tell you where to start.
- What three objections did you hear most this month?
- What did you say back, word for word?
- Which answer actually worked?
- When did you last ask a customer for the decision?
- What would help you close more: words, practice, or a clearer quote?
Read the Story
Promise What You Deliver, Then Close
Dr. Paul’s Fabled Forest Business School Series · Book 4
Marketing for Small Businesses
Book 4 of Dr. Paul’s Fabled Forest Business School Series teaches small business marketing through short Fabled Forest stories, one owner’s problem per chapter. The chapter quoted above is about the brand promise: the gap between the dream you market and what the customer actually gets, and why closing that gap makes selling easier.
Get Book 4 on Amazon →FAQ
Sales Team Questions Miramar Owners Ask
What are the most common sales objections?
How do I train my employees to handle objections?
Should my team offer a discount when a customer says it is too expensive?
What does a Miramar business need before it opens?
Can Dr. Paul help train my sales team?
Give your team the words before the next “too expensive.”
Keep Going
More for Miramar and South Florida Owners
Dr. Paul Borosky, DBA, MBA
Business Consultant, Author & Educator | 14+ Years | 1,000+ Clients Served
Dr. Paul Borosky, DBA, MBA is a business consultant, author, and educator, and the founder of Quality Business Plan. He works with Miramar and South Florida owners on sales training, business planning, financial modeling, fractional CFO services, and the everyday problems of businesses that depend too much on their owners. He is the creator of Dr. Paul’s Organize-Plan-Grow™ Strategy, author of numerous published books on Amazon including Dr. Paul’s Fabled Forest Business School Series, and publisher of over 1,000 business-focused videos on YouTube. He has taught as an adjunct college instructor and teaches in Florida public schools.
This page is for general educational purposes only. It is not legal, financial, tax, accounting, or other professional advice. Sample sales language is for illustration; adapt it to your business. Local rules and market data are cited to their sources and change over time. For decisions about your own business, consult a qualified professional.