💵 SYSTEM 4: Sales System
Goal: Confidently convert leads into paying customers using a consistent, repeatable process.
🔍 The Outcome
Have a structured sales process that builds trust, hiIntent Company App (ICA)ights your value, and helps people say “yes” — without pressure, confusion, or wasted time.
🚧 The Problem
Most businesses wing it. Every sales conversation is different, pricing is unclear, and follow-up is inconsistent. That leads to lost revenue, awkward interactions, and lack of confidence.
🧱 Framework:
The CAP Sales Model
1. Connect
– Build trust and understand their situation.
The first step in sales is making the customer feel heard. That starts by asking the right questions and listening carefully.
Questions:
- What questions do you ask to understand the customer’s needs?
______________________________________________________ - How do you build rapport early in the conversation?
______________________________________________________ - Do you take notes or track what each lead shares with you?
______________________________________________________
2. Align
– Show how your offer solves their problem.
Once you know what they need, connect your service directly to their pain points or goals.
Questions:
- What are the top 3 problems your service solves?
______________________________________________________ - How do you explain your service in a way that matches the customer’s language and concerns?
______________________________________________________ - Do you adjust your message based on what each person told you?
______________________________________________________
3. Present
– Make your offer clear and easy to say yes to.
Confusion kills sales. Make your next steps and pricing obvious, simple, and compelling.
Questions:
- Do you present 1 offer or multiple options? Why?
______________________________________________________ - How do you communicate your price and why it’s worth it?
______________________________________________________ - Do you offer a clear next step (e.g., book now, pay deposit, schedule service)?
______________________________________________________
🛠 Build Plan
- Write a simple discovery script with 5–7 questions
- Create a sales cheat sheet or visual offer guide
- Develop 1–2 strong value statements or stories
- Use testimonials or before/after results to support your offer
- Build a simple pricing or proposal template
- Practice your presentation and close with a teammate or coach
💡 Pro Tip
The best salespeople are the best listeners. Your job isn’t to talk — it’s to diagnose, connect, and guide.