Dr. Paul Borosky, DBA, MBA
Sales Help for Doral Owners
Does Your Doral Business Have a Sales Process?
“Sales is a gift. You have it or you don’t.” That myth hurts most the owners who are brilliant at their trade but never trained on the business side, and that business side is exactly where Dr. Paul, Doral business consultant, helps them.
If you cannot write your sales steps on one page, your Doral business does not have a sales process. It has you, on a good day. A real process is five plain steps: capture the lead, qualify it, send the quote, follow up on a schedule, and ask for the decision. Written down. The same every time, no matter who answers the phone or how your morning went.
Want help writing yours? Call or text (321) 948-9588.
Last Updated: 10/29/2026 · Written by Dr. Paul Borosky, DBA, MBA
Myth vs. Fact
Four Sales Myths That Keep Doral Owners Stuck
Every one of these sounds reasonable. Every one of them keeps sales tied to the owner’s energy level.
MythGood salespeople do not need a script.
FactGood salespeople use the same steps every time. They just make it sound natural.
MythMy customers buy because they know me.
FactThen sales stop when you are sick, busy, or on vacation. A process lets someone else sell the way you do.
MythA process is for big companies with sales teams.
FactA one-person shop needs it most. You are the only seller, so every skipped step costs you directly.
MythIf the product is good, it sells itself.
FactGood products get quoted. Clear, repeatable follow-through gets chosen.
A sales process is not a binder or a fancy CRM. It is a short list of steps every lead goes through, the same way, no matter who answers or how the morning went. Building a sales process Doral buyers can rely on starts with that list. It is one of twenty marketing and sales questions Dr. Paul answers on the South Florida business consultant pillar, and it is often the one that pays back fastest.
Ready for Help?
Four Ways to Work With Dr. Paul
01 · Start Here
Business Consulting
Dr. Paul helps you map how sales happen today, write the five steps down, and turn them into a routine.
Business consulting →02
Business Plan Writing
Adding sales staff or a new market? A written business plan with the numbers lenders and partners want to see.
Business plan writing →03
Fractional CFO/COO
Close rate, pipeline, and cash reviewed every month, part time, so the process keeps running when you are busy.
Fractional CFO and COO →04
Small Business Education
Guides on sales, management, and marketing for owners who want to build the process themselves first.
Small business education →The One-Page Process
Five Steps, Written Down, Used Every Time
If you only take one thing from this page, take this list. Each step ends with what to write down, because a step that lives only in your head is not a process.
- 1
Capture
Every lead goes into one list within the hour: a spreadsheet, a simple CRM, even a notebook by the phone. No sticky notes. No “I will remember.”
Write down: name, need, where they heard of you, date.
- 2
Qualify
Before you quote, ask the same three questions every time: what they need, when they need it, and who makes the decision.
Write down: the three questions, word for word, in English and Spanish if your buyers use both.
- 3
Propose
The quote goes out within one business day, in the same format every time, with the price, the scope, and the next step.
Write down: the quote template and who sends it.
- 4
Follow up
On set days, not when you remember. Day two, day seven, day fourteen. Short and helpful, never pushy.
Write down: what you say on each of those days.
- 5
Ask and hand off
Ask for the decision out loud. When it is yes, hand the job to whoever does the work with everything they need.
Write down: the closing question and a handoff checklist.
That page is your sales process. Tape it by the phone. Train every new hire on it. Written steps like these are standard operating procedures, and Dr. Paul’s small business management guide shows you how to write and keep them. Want help building yours? That is exactly what business consulting with Dr. Paul is for.
Who Buys in Doral
A Sales Process Doral Business Buyers Can Follow
The City of Doral describes a business base built on trade, logistics, and company headquarters. That changes what the five steps above need to cover.
- Trade, logistics, and headquarters. The City counts over 2,600 trade and logistics related companies, over 250 company headquarters, and over 100 multinational companies in Doral. Selling to them can mean a buyer, a manager, and an accounts payable desk, not one person at the counter.
- The tile district. The City calls Doral the number one tile district in the USA. Showrooms and installers there may sell to contractors and designers who quote the same job with several suppliers at once.
- Two languages. The City’s demographic snapshot shows 89 percent of residents speak Spanish. Your qualifying questions and quote template should work in both languages.
What does that mean for your process? Add two lines to step 5, Ask and hand off: who signs, and what paperwork a business buyer could need before a first order. A company buyer may ask for your insurance certificate or a vendor form. If that takes you a week to find, the order may go to the vendor who sent it the same day.
Sources: City of Doral, Doral at a Glance.
Before Step One
Dr. Paul’s Insight: A Process Starts With One Clear Sentence
“Everybody knows Frankie’s. Why can’t anybody say what it is?”
Dr. Paul’s take: That owner’s problem is a sales problem in disguise. If nobody can say what you do in one sentence, every sales conversation starts from zero, and every person on your team tells the story differently. A sales process really starts before step one, with one clear line about what you do and who it is for. In Doral, where a buyer may compare several vendors in a single afternoon, the vendor they can describe to their boss is the one that gets the call back. Get the sentence right, then build the five steps on top of it. The brand identity card in Dr. Paul’s marketing guide shows how to find that sentence.
Selling in Doral
Selling Next to the Airport
Doral’s logistics parks sit beside Miami International Airport. CBRE described one Doral logistics park as having “quick access to Miami International Airport’s cargo terminals.”
That matters for sales. If you sell to other businesses, as many owners around Doral’s warehouse and logistics corridor may, your buyer is often a purchasing manager comparing several quotes in one afternoon. That buyer remembers who called back, who sent a clean quote, and who followed up without being chased. A written process makes you that vendor every time, not just on your good days.
- City of Doral Business Tax Receipt. The City says a business located in Doral needs both a city receipt and a County receipt, plus DERM approval and a fire inspection report before applying. Receipts run October 1 to September 30.
- Doral Chamber of Commerce. A place to meet the other owners and buyers who work in the city, and to test your one-sentence pitch.
- Florida SBDC at FIU. The Small Business Development Center hosted by Florida International University serves Miami-Dade and Monroe County owners.
Sources: CBRE press release, January 6, 2025; City of Doral, Business License Division; Florida SBDC, find your center.
Score Yourself
Does Your Doral Business Pass the Process Test?
Count how many of these are true today. Not “mostly.” True.
- Every lead goes into one list the same day.
- Whoever answers the phone asks the same qualifying questions.
- Quotes go out within one business day.
- Every quote uses the same template.
- Follow-ups happen on set days, not when someone remembers.
- You know last month’s close rate.
- Someone besides you closed a sale this month.
- You can say what your business does in one sentence.
From the Fabled Forest
Can Your Customers Say What You Do?
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 one short story at a time. The chapter quoted above is about brand identity: what happens when everyone knows your name but nobody can say what you sell. Each chapter ends with a practical lesson you can use the same week.
Get Book 4 on Amazon →FAQ
Sales Process Questions Doral Owners Ask
What is a sales process for a small business?
How do I know if my business has a sales process?
What do I need to open or move a business in Doral?
Can Dr. Paul help me build a sales process?
Stop selling on mood. Start selling on steps.
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More for Doral 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 Doral and South Florida owners on sales processes, 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. Local rules are summarized from official City sources and change over time. For decisions about your own business, consult a qualified professional.