Sales Done Differently: Discovery & Proposals

Step Into More Confidence & Contracts

You started your business because you’re a subject-matter expert with the know-how to help the companies you serve. You took a leap of faith to leave your corporate job and hang your own shingle — and so far, it’s going pretty well! Your network is supplying you with connections and leads that have translated to business, you’ve signed some exciting contracts, and your clients are thrilled with the results.

Basically, you’re crushin’ it! However, there’s just one problem.
To reach your audacious goals, you must improve one key area: Sales.

Can you relate?

When it comes to sales, you’ve had some wins, but you’re also facing confounding challenges that you don’t feel fully equipped to navigate:

You’re not closing as much business as you’d like
You race to craft stellar proposals for your prospects, but then they take weeks to get back to you (or worse, they ghost you completely)
Your sales conversations don’t have an intentional flow — you’re winging it, and you suspect it’s hurting your results
Your prospects seem to think your prices are “too high”
You know you’re the right person to help the client, and yet they come back with a “no” (and not a lot of feedback as to why)

Here’s the good news: These problems are fixable!

You're Invited To Sales Done Differently: Discovery & Proposals

A 3-day, 6-session sales training to expertly connect with clients, uncover bigger opportunities, send winning proposals and close more business.

Dates: June 14, 15 & 16, 2022
Daily sessions: 11-12:30pm & 1pm-2:30pm ET

Let's do this.

You’re a subject-matter expert — not a salesperson. To make your next leap in business, you need a framework for hosting powerful sales conversations that ignite action — and a tried and true method to deliver proposals that land.

In this sales training intensive, you’ll learn the sales process and methods I used to sell 6- and 7-figure deals to Fortune 500 and fast-growing companies. With my human-centered approach, my clients have sold millions in services to ideal companies — while leading with empathy, integrity and service.

Sales Done Differently: Discovery & Proposals is a 3-day, 6-session sales training intensive designed to meet you where you are and take you to the next level with the following skills:

Discovery

How you discover your clients’ pain points and goals is critical when setting the stage for your premium services. You’ll learn my 5-step A.L.I.G.N. method, a proven framework for leading sales conversations that uncover bigger opportunities and reveal your clients’ authentic urgency and motivation — so that you can make the sale.

Pitching

Let’s be real: You hate “pitching,” and your clients don’t want to be “sold.” I’ll show you a more natural and impactful way to showcase your value while inspiring potential clients. Oh, and talking about budgets? I’ll tell you exactly how to talk about money in any B2B situation.

Objections

If you’ve read any sales book, you’ve likely been taught to “handle objections” as they arise — but this reactive approach is all wrong for subject-matter experts like you. I’ll empower you to proactively surface potential roadblocks with your clients all throughout the sales process, so that you can take a consultative approach and help your prospects make sound decisions about your services.

Keep T.A.B.S.

Your chances of winning business exponentially increase when the proposals you send are a confirmation of what’s been discussed with the client. And yet, smart founders continue to send proposals way too soon, which overwhelms the customer and delays — or derails — a sale. I’ll give you my 4-step “Keep T.A.B.S.” framework to ensure you’re gathering the critical info you need ahead of sending a proposal.

Fingerprints Meeting

I’m going to walk you through how to host the most critical meeting in your sales process, the Fingerprints Meeting. 9 out of 10 of my clients weren’t hosting a meeting like this before working with me — and now they swear it’s the #1 tactic to securing their best contracts. Want to sell more, increase deal sizes and stop getting the runaround from potential clients? This is a key step!

Proposals

Most of my clients figured out how to write a proposal by grabbing a template online, asking a fellow business owner, or stealing it from their previous corporate gig (truth!) — but most proposals focus on the wrong details and don’t do you any favors in selling your services. You’ll gain access to my 6-step Proposal Canvas, ensuring you’ll be crafting the best, most persuasive proposals that will put you ahead of the pack in any competitive sales environment.

Sounds good, but I need more details…

This sales training intensive features 6 sessions over 3 days, plus a bonus Q&A session:

Tuesday, June 14
Session 1: 11am-12:30pm ET
Session 2: 1pm-2:30pm ET

Wednesday, June 15
Session 3: 11am-12:30pm ET
Session 4: 1pm-2:30pm ET

Thursday, June 16
Session 5: 11am-12:30pm ET
Session 6: 1pm-2:30pm ET

Week of June 27
Q&A Session: Time TBD based on majority availability

Spoiler alert: You do have a sales process. The question is whether or not it’s supporting your goals. We’ll spend our first session getting acquainted while helping you understand your current state — and what’s possible when you design an intentional sales process and learn the skills you need to lead it. You’ll be invited to consider how you’re showing up in your sales process — as a consultative partner or order-taking vendor. From wherever you’re starting, we’ll outline a better approach and fill in the skills gaps that exist.

In this session, I’ll introduce you to my 5-step A.L.I.G.N. Method for hosting sales conversations that convert. Over the course of our time together, we’ll fill in all the steps with your unique and targeted ways of asking questions, uncovering the real pain points, showcasing your value and confidently moving into the proposal process. At the conclusion of the training, you’ll have a customized call outline, ready to guide you during your next sales conversation.

Plus, during this first session, we’ll examine how you’re leading the first 20 minutes of your sales conversations. Did you know that these first minutes can be the most influential in terms of the potential size and scope of your deal? I’ll help you confidently kick off meetings and ask the right questions that set you up for success.

Let’s be real: You hate “pitching,” and your clients don’t want to be “sold.” I’ll show you my methods for showcasing your value while inspiring clients to action — without manufacturing urgency or other manipulation tactics (yuck). Instead of pitching, you’ll be leaning into a cadence of authentic storytelling and value-based conversation that supports your clients in connecting the dots between their needs and your offers. Plus, I’ll teach you how to talk about budgets and investment levels earlier and more confidentally, helping you avoid monumental pitfalls later in the sales process.

Did you know raising objections is a natural part of decision making for most clients? In this session, my goal is to make you fall in love with objections — in fact, by the time we’re done, you’ll be begging your potential clients for critical feedback! I’ll show you how to proactively reveal your ideal clients’ objections early and often in the sales process, so that you can focus on scoping the most beneficial work (and command your premium rates).

Getting the runaround after you send proposals? Feeling stuck in a constant loop of following up and wondering about the status of your proposals? As a business owner, you can’t afford this type of inefficiency and stress — you deserve to feel more calm, confident and in command when sending proposals.

If you’re experiencing “clunkiness” in your proposal process, I can almost guarantee you one thing: You’re sending proposals too soon, without the critical information you need to make your pitch more powerful and plausible. In this session, I’ll show you how to get the 4 pieces of information you must have before shipping a proposal, and I’ll make it easy with my Keep T.A.B.S. framework — you’ll leave this session with an outline to test on your next sales call.

Plus, I’ll share the one step you can add to your B2B sales process that will make all the difference in winning contracts. Seriously, this is the Holy Grail if you’re selling B2B.

I’ll share what founders are getting right and wrong in their proposals, and we’ll take time to evaluate what you’re shipping. Plus you’ll gain access to my 6-step Proposal Canvas, ensuring you’ll be crafting the best, most persuasive proposals that will put you ahead of the pack in any competitive sales environment.

This training is packed with value, and I want the learning to stick! Two weeks after the live training, I’ll host a 60-minute Q&A session, giving you a chance to try on your new strategies and skills, then get answers to any questions that arise.

Tools To Take With You

In addition to the skills and strategies you’ll learn during the live sessions, it’s important to me that you carry the learning forward. With that in mind, you’ll be leaving the training with three specific tools to support you in your sales process going forward.

Sales Call Outline

Over the course of the training, I’ll walk you through how to design and execute a consultative sales call strategy. With time built in for you to customize for your unique clients, you’ll leave the training with a complete call outline to use with your very next prospect!

Sales Process Map

Who is currently dictating the sequence and pace of your sales process? In all likelihood, it’s your clients — not you — and that’s hurting your ability to close deals with the speed and revenue you’d like. By the end of the training, you’ll have a confident sales process that puts you in the driver’s seat (and that your clients will thank you for)!

Proposal Canvas

Your proposals need to be as consultative, thoughtful and thorough as you are — and, they should be easy to execute. I’ll give you my 6-part proposal outline, as well as a tool that will help you bridge your sales conversations and your proposals, creating more ease and accuracy in your process.

Curious who my clients are and what type of results they get?