Sales

$100M Sales Process: 4 Step System

Sales Guy

01 Sep 2025 — 2 min read

Starting The Meeting: Building Rapport

The early process of making a new friend. Ask open ended questions about something that is personal and give them an opportunity to speak. We should be actively listening. Do research before e.g. on social media to find common ground. If not do a shotgun approach, speak about a crazy thing that happened recently, throw it out and plant a seed for something for them to latch on to and speak about. Finding common ground and relatability.
Once they drop their guard - then you are able to move to the next step.

Finding Their Needs

Start asking open ended questions about the business.
Ask 4 questions:
- Q1. What is it that you like most about the product or service that we're there to talk about. That gives them an opportunity to tell us exactly what they want and need.
- Q2. If you can improve this product or service, what would it be that you would change? This allows them to provide an answer on what they don't like about it.
- Summarise what they have said from Q1 & Q2 to make sure we are hearing them correctly. What I hear you saying is that you really need x, y, and z, and you really would like to change a, b, and c. They will either say absolutely or add to the list. This builds even more rapport and trust.
- Q3. What would it mean for you if you could have everything that you want and you didn't have any of the things you don't want, what would that mean for you? Be quiet for a minute. This will emphasise if they have a pain point or not.
- Q4. What if you don't solve this problem? What if we're 6 months, a year further out the road, what would that mean for you if you don't solve this problem? This is where they will feel the need to solve the pain point which creates urgency.

Presenting The Solution

My company specialises in solving this kind of a problem. Would you like to hear more about it?
Present the offer - the solution, the differentiator (USP), the prices. Then be quiet until they answer (whoever speaks loses).

Closing

Keep it as simple as possible. You know they have the pain, they want the solution.
If this something you would want to move forward on? Be quiet until they answer.
Great let's get started.
Where do I send the payment link to get this started?

Keep Crushing!
- Sales Guy

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