The Simple, No-Frills Sales Process: A 3-Step Approach for New Sales Pros

Getting started in sales can feel like wandering a maze in the dark, hoping to bump into “success” without also tripping over “rejection.” But really, sales is pretty simple: connect with people, offer value, help solve a need. Here’s a no-BS, three-step process that gives you a better grip on sales, smoothing out those bumps along the way.

First, Some Metaphors:

Sales without marketing is like peanut butter without jelly—solid, but just not as good. To sell well, you need both. So, let’s break it down with some fresh metaphors:

In sports, marketing is the warm-up. You’re stretching, loosening up, and setting the stage for the real action. You're focused on the prize, the fans are watching you, and they FEEL you will win. Sales is the game itself—the hustle, the strategy, the drive to cross the finish line. Without both, you’re either sitting on the bench or, worse, pulling a hammy.

In rowing, marketing is positioning your boat and checking the winds. You’re using the weather to your advantage and setting up your race to be the most effective it can be. Sales is the rowing: the rhythm, muscle, and grit needed to reach the shore. The setup gets you going, but rowing keeps you moving forward.

In mountain climbing, marketing is the route planning—the who, what, when, where. Sales is the climb itself. It’s every step, grip, and breath as you work toward the summit. One part preps you, while the other powers you to the top.

Mixing Metaphors and Three Steps

Sales is a journey with three clear stages that get you from a good lead to a winning deal:

1. First Conversation
2. Presenting Value
3. Closing the Deal

Whether you're warming up on the field, lining up your boat, or plotting a mountain route, each step has purpose and direction. Follow this three-step process to the last stroke, the final stretch, with a clear path forward that closes the deal (and builds a lasting, valuable relationship.)

Step 1: The First Meeting – Start with a Conversation, Not a Close

In sales, everything starts with a good lead. Think of leads like a team warming up, a boat ready to ride a wave, or a climber ready to hit the mountain. Once you have that lead, it’s game on. Your first goal? Land that first meeting.

The First Meeting’s Purpose: It’s not to close the sale. You’re there to sell the idea of a proposal, pitch, audit, or maybe a trial run of your service. In this stage, the acronym BANT is your new BFF: Budget, Authority, Need, and Timing.

• Budget: Do they have the cash?
• Authority: Are you talking to the one who can say, “Yes”?
• Need: Do they actually need what you’re selling, or are they just window shopping?
• Timing: Is this urgent, or are they on the “someday” plan?

Listen, connect, and make it so interesting that they’re excited to take the next step. Success here? Walking out with an agreement to meet again.

Step 2: Presenting Value – The Proposal, the Audit, or the Pilot

Alright, you’ve secured the second meeting. Now it’s time to roll up those sleeves. This is where you show why you’re worth their time. Present a proposal, an audit, or a sample of your work—whatever gives them a taste of the magic.

Goal: Double-check BANT—are they still on board? If so, your goal is to move them toward a concrete proposal.

Here’s where you need specifics. This isn’t a mystery novel; it’s show-and-tell for grown-ups. Bring in past successes, clear explanations, and hard evidence. Make sure they can see how your service fits right into their needs.

Step 3: Closing the Deal – The Proposal Meeting

Finally, you’re at the proposal meeting. All the pieces are in place. You know their needs, you’ve proven your value, and now it’s time to close.

Closing Isn’t Just About “Yes” or “No”: Think of this like hitting that final home run, making the perfect rowing stroke, or nailing that last hold on the climb. They need to see that you’re solving a real issue and that your offer is their best next step. And don’t be shy with the Glen Garry Glen Ross approach—if there’s a chance to close early, take it!

This three-step process is simple but powerful. Each step is about offering real value, actively listening, and steering the lead forward with confidence and clarity. You’re not just a salesperson; you’re a guide to getting the job done, with a dose of hustle and heart.

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