Sales Process

The anatomy of a good sale.

Six stages of selling, from prospecting to client growth: core practices, the role of AI tools, and the human judgement each stage needs.

The working framework

A sale moves forward by earning the next step.

Six connected practices. No stage works well in isolation.

Listen → diagnose → agree → act → learn

Core practice

AI in practice

Human judgement

Networking events, cold calls, referrals and lists.

AI builds account lists from intent signals and drafts personalised first touches.

Choosing who truly fits, and starting a real relationship.

Reading the website and annual report the night before.

A full account brief in minutes: people, news, likely priorities.

Forming a hypothesis worth testing.

Consultative questioning to uncover needs.

Live transcription, suggested questions, automatic notes.

Listening for emotion, politics and what isn't said.

Tailored proposals written by hand.

Instant drafts, pricing scenarios and ROI models.

Editing ruthlessly to what the buyer actually agreed.

Handling objections and asking for the business.

Deal risk scores and automated follow-up.

Confidence, honesty and timing.

Start small, deliver well, grow the account.

Health scores and expansion signals across every client.

Being the person they call when things go wrong.