Win the right
customers.
Growth is just people saying yes, at the right price.
A Christian Business Builder in your corner.
You're busy, and you've built something real. I know this industry, and I'll respect and honour what you've already built.
Potato farm at sixteen. Hung drywall. Cars off a lot. Built a steel company up from almost nothing. Building products, mass timber, running construction projects.
I can put the sales process on a whiteboard in an afternoon. Then we build it with your people, in your business.
Profit is not greed. Profit is fuel.
Rodney Penner, Built on Purpose
Why we do this work →Twelve percent is not a ceiling.
What you do, and what your customer experiences.
Sales is the vehicle to creating a line-up at your door, and lets you operate with margin when it's done right.
The Two-Yes Sale. They say yes to you before they say yes to the number. Read the person across the table, and earn trust before you ask for the order.
Seven steps on your side of the table, four on your customer's: they like you, they listen, they believe, and they buy. We put each step in writing with you.
IntroductionMake a strong first impression and set the stage.
- What you do: Show up presentable, on time or early, with organized materials. Introduce yourself and your company, and set clear expectations for the meeting.
- What they experience: Like. They form their first impression of you.
Build RapportFind common ground and establish trust.
- What you do: Ask about their business, like "How did you get started in this business?" Listen with real interest, and find genuine connections: industry, location, mutual contacts, shared challenges.
- What they experience: Like. They begin to trust and connect with you.
DiscoveryUncover what matters most to the client: their mission, vision and priorities.
- What you do: Ask open-ended questions about their needs, challenges and goals, and listen more than you talk. Learn who decides, their timeline, their budget and how they'll measure success.
- What they experience: Listen. They feel heard and understood.
PresentShow how your solution specifically addresses their discovered needs.
- What you do: Present only the solutions that address their priorities, in their language, with an example of a similar client and the result. Leave out the features they don't care about.
- What they experience: Believe. They see how your solution solves their problems.
Investigate ObjectionsUncover and address all reasons they might say no.
- What you do: Ask for their concerns and listen completely. Find the root issue behind each one, address it, and keep going until every concern is resolved.
- What they experience: Believe. Their doubts are addressed and confidence builds.
NegotiateReach mutually beneficial terms while protecting your margins.
- What you do: Present value before price, and offer options. If you reduce the price, reduce the scope with it, and be prepared to walk away if the terms don't work.
- What they experience: Buy. They see fair value and are ready to commit.
CloseSecure the commitment and move to implementation.
- What you do: Ask for the business directly. Confirm the next steps, put the agreement in writing, set expectations for the work ahead, and celebrate the partnership.
- What they experience: Buy. They make the final commitment.
What we build in, at every step.
If I can, will youA commitment first, then the answer.
A concern is heard completely. Then one question: "If I can [address your concern], will you [move forward]?"
After the yes, the concern is addressed, and you confirm they're ready to proceed.
The 80/20 ruleListen 80% of the time. Talk 20%.
Your customer does most of the talking. That's how you learn what matters most to them.
The exception is the presentation, where the ratio can flip.
Value firstEstablish value before discussing price.
Price to the value, not the labour. The customer decides what's fair. A fair price is whatever a buyer looks at, understands, and freely agrees to pay for what's being offered.
Every feature connects to a specific benefit they care about, in their own words and priorities.
Professional standardsShow up better than expected, every time.
Prepared for every interaction. Follow-through on every commitment. Integrity throughout the process.
You're judged on the worst way you show up, not the best.
Rodney Penner
That's why the steps go in writing: so your whole team shows up the same way.
From $1,500, plus GST.
Half at signing, half at the workshop.
Here's what to expect
Discovery callFind out where you stand, with no pressure.
- What you'll experience: A free twenty-minute call where we ask how your team sells today and what you need it to do for you.
- What you'll receive: A straight answer, said on the call, on whether we are the right fit.
ProposalSee the whole picture on paper, so nothing comes as a surprise.
- What you'll experience: We go back over what you told us and put our plan for your business on paper.
- What you'll receive: A written proposal with the plan and what it costs.
The workshopPut your effort on the buyers who fit, so your week feels calmer.
- What you'll experience: Half a day with you and whoever sells, walking through a sale as it actually happens in your business.
- What you'll receive: Your ideal customer named, and the steps of your sale put in writing.
The playbookA follow-up your crew runs the same way, so you can trust it's handled.
- What you'll experience: We turn those steps into scripts and scorecards, then into a one-page playbook your crew can run on Monday.
- What you'll receive: Scripts, scorecards, a one-page playbook and a follow-up cadence, all yours to run.
The thirty-day check-inCatch what is not working before it becomes a habit.
- What you'll experience: We call thirty days in to see what is sticking and what needs to change.
- What you'll receive: A short list of what to keep and what to change.
Questions owners ask first.
Will my crew actually use it?
That is why we build it from how a sale actually happens in your business, not from a textbook.
What is a discovery call?
An honest conversation to see if working together makes sense. If we are not the right fit, we will say so, and you will still leave with something useful.
Tell us about the business. We will take it from here.
Fill this in and we will set up your free twenty-minute discovery call.
We answer every enquiry within 24 hours.
Prefer to talk? 431-444-0197 or rod@people-purpose.com.