The Sales Fundamentals Cheat Sheet
7 frameworks every closer needs to know. No fluff. Instant read.
The SPIN Technique
Situation, Problem, Implication, Need-payoff. Ask questions that make the prospect sell themselves. Don't pitch — diagnose. The rep who asks the best questions wins the deal.
S → P → I → N
The 3-Second Hook
You have 3 seconds on a cold call to earn 30 more. Lead with outcome, not intro. Skip "Hi, my name is..." and open with the result.
"I help SaaS reps add $50k/year. Worth 2 minutes?"
The Objection Flip
Never fight objections. The rep who argues loses the sale. Isolate the real objection, acknowledge it without flinching, then reframe it as the reason to buy.
Isolate → Acknowledge → Reframe. "That's exactly why our best clients came to us."
The Follow-Up Cadence
80% of deals close after the 5th touch. Most reps quit after Day 1. Stay in the game and you automatically beat 80% of your competition.
Day 1 · Day 3 · Day 7 · Day 14 · Day 30
The Urgency Frame
Don't invent urgency — prospects smell it instantly. Surface real consequences instead. Make the cost of inaction vivid.
"What happens to your Q3 target if this slips another month?"
The Silent Close
After asking for the sale, say nothing. The next person who speaks loses. Most reps can't hold 10 seconds of silence — that discomfort costs them the deal.
Ask. Close mouth. Wait. Win.
The Champion Script
Build an internal sponsor who sells on your behalf when you're not in the room. Without a champion, a deal dies the moment you leave the call.
"Who else on your team needs to see this before we move forward?" Find your coach.
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