NAME

sales-track — everything after the meeting is booked. Full-cycle selling on process and questions, not pressure and scripts.

SYNOPSIS

$ sales-track [--modules=8] [--deals=yours] [--forecast=honest]

DESCRIPTION

Cold calling gets you the meeting; this track is everything after. Discovery that uncovers real stakes, demos built around the prospect's problem, negotiation without reflex discounting, and a pipeline you can actually trust. You bring live deals; they get reviewed.

MODULES

• module/01

  Sales Is Diagnosis

  Replace "convincing" with "qualifying" as the core mental model. Why the best reps disqualify fast — time is the only inventory. Buyer psychology basics: people buy change, not products; loss aversion beats feature lists. The trust equation.

  homework: write your disqualification criteria — 3 signs a prospect isn't a fit and how you exit.

• module/02

  Discovery That Uncovers Real Stakes

  Get to the business impact behind the surface problem: the problem → impact → who-else-cares chain ("what happens if this isn't fixed by Q4?"). Quantify pain with a number the prospect said, not one you claimed. Multi-thread early — economic buyer vs champion vs user.

  homework: run 2 discovery calls using the chain; deliver each prospect's problem in their words with their number.

• module/03

  Demos and Presentations That Close

  Present to the problem, not the feature list. The 3-slide rule: their problem (their words), the after-state, the bridge. Demo choreography — show the one workflow they care about first, never the tour. Handling the committee: pre-wiring champions, roles in the room.

  homework: record a 10-minute demo of your offer built entirely around one prospect's stated problem.

• module/04

  Objections and Negotiation

  Hold price and terms without losing deals you should win. A price objection in week 1 is a value gap, not a price gap. Never concede without getting — trade price for term, scope, or timing. Decide the walk-away point before the call, not during.

  homework: write your concession ladder — what you'll trade, in what order, and your floor.

• module/05

  Pipeline and Forecasting Honesty

  A pipeline you can trust and a forecast that doesn't embarrass you. Stage definitions with exit criteria — a deal isn't "negotiation" because you hope it is. The 3x coverage rule; why sandbagging and happy ears are the same sin. The weekly pipeline review.

  homework: build your pipeline in a CRM (free tier is fine) with exit criteria per stage.

• module/06

  Follow-Up and Deal Momentum

  Kill the "just checking in" email forever. Every touch adds value: new info, relevant proof, a next step with a date. Mutual action plans — the close date belongs to both parties or it's fiction. Reviving dead deals: the 9-word email and the breakup email.

  homework: write your 5-touch follow-up sequence for a stalled deal. Send it to a real one.

• module/07

  Closing and Onboarding Handoff

  Close without pressure tactics: if discovery and demo were right, the close is logistics. Map legal/procurement in week one, not week ten. The first 30 days — why churn is a sales problem and what the handoff must include.

  homework: document your close checklist and onboarding handoff template.

• module/08

  Your Operating System

  A personal sales OS that survives bad weeks. Calendar architecture — prospecting blocks stay non-negotiable even at full pipeline. Metrics that matter by role and stage. Capstone: full-cycle roleplay from cold open through close, with group review.

  homework: capstone roleplay + 90-day personal plan. Graduate with a written playbook you'll use for years.

EXIT STATUS

You graduate with disqualification criteria, a concession ladder, a CRM pipeline with honest stages, a follow-up system, and a written personal sales playbook. "Just checking in": deprecated.

SEE ALSO

ai-track(1), cold-calling-track(1), plans.sh(1)