Sales
The trained discipline of moving a decision.
Sales is the trained discipline of moving a decision through uncertainty. This course teaches the discovery conversation, the pipeline as institution, and the honest close.
You will finish able to run a discovery meeting that surfaces a real problem in fifteen minutes.
- 01
Run a discovery conversation.
- 02
Diagnose a stalled pipeline.
- 03
Close without theater.
- — None.
1 week · ~3 hours.
- IModule · ~1 hour.
Discovery
The most valuable half of the process.
The discovery conversation is where the deal is won or lost. Most sellers under-invest here.
What You Will Be Able To Do- — Run a five-question discovery.
- — Distinguish stated from real needs.
- — Take notes worth revisiting.
Why hereDiscovery quality determines every subsequent step.
- IIModule · ~1 hour.
The pipeline
A managed set of promises.
A pipeline is a set of managed promises. Hygiene turns it from fiction into forecast.
What You Will Be Able To Do- — Define pipeline stages precisely.
- — Run pipeline hygiene weekly.
- — Produce a defensible forecast.
Why hereThe pipeline is the CEO's operating dashboard when it is honest.
- IIIModule · ~1 hour.
Closing
The last, and least, of the moves.
Closing is small if the earlier work was done. This module treats it accordingly.
What You Will Be Able To Do- — Categorize objections.
- — Answer each category without theater.
- — Reflect on one lost deal.
Why hereMost closes fail on objections that discovery should have surfaced weeks earlier.
Selling is not persuasion. It is diagnosis followed by prescription.