The Simple, No-Frills Sales Process: A 3-Step Approach for New Sales Pros

Sales can feel overwhelming when you're just starting out—like navigating a maze in the dark, hoping to stumble upon success while dodging rejection. But in reality, sales is simple: connect with people, offer value, and solve a need.

Here’s a no-nonsense, three-step process to make sales feel less like a mystery and more like a structured path to success.

First, Let’s Talk Metaphors

Sales without marketing is like peanut butter without jelly—functional, but lacking magic. To sell well, you need both.

✔ In sports – Marketing is the warm-up. You stretch, prepare, and get the audience engaged. Sales is the game itself—the hustle, the strategy, the push to the finish line.

✔ In rowing – Marketing is checking the winds and positioning your boat. Sales is the stroke-by-stroke effort to reach the shore.

✔ In mountain climbing – Marketing is route planning. Sales is the actual climb—the grip, the endurance, and the execution that gets you to the top.

Now, let’s break it down into a simple three-step process.

Step 1: The First Meeting – Start with a Conversation, Not a Close

Your first goal isn’t to close the deal—it’s to sell the next meeting.

Your objective? Get them to say "yes" to a proposal, a pitch, or a test drive of your service.

Use BANT (Budget, Authority, Need, Timing) to qualify leads:
✔ Budget – Do they have the funds?
✔ Authority – Are you talking to the decision-maker?
✔ Need – Is there a genuine problem you can solve?
✔ Timing – Is this urgent, or a “someday” project?

Success = Walking out with a commitment to continue the conversation.

Step 2: Presenting Value – The Proposal, the Audit, or the Pilot

Now that you've secured interest, it’s time to show your worth.

✔ Present a proposal, an audit, or a sample of your work—whatever gives them a taste of your expertise.
✔ Revisit BANT—are they still a strong lead?
✔ Back up your offer with success stories, hard evidence, and clear benefits.

This isn’t about smoke and mirrors. It’s about real solutions for real problems—so show them why working with you is the best choice.

Step 3: Closing the Deal – The Proposal Meeting

This is it—the final step. You've proven your value, you understand their needs, and now it’s time to close.

✔ Ensure they see your offer as the best next step.
✔ Address any objections head-on.
✔ If the opportunity arises to close earlier than expected, take it.

A close isn’t just a "yes" or "no"—it’s about guiding them toward an informed, confident decision.

Final Takeaway: Keep It Simple

This three-step sales process isn’t complicated, but it works:
Start with a conversation, not a close.
Offer real value that makes their decision easier.
Guide them confidently to the finish line.

Sales isn’t about pushing—it’s about leading. Be the guide who makes it easy to say "yes."

Want to take your team’s performance to the next level? Let’s talk. Whether it’s high-impact keynotes or executive coaching, I’ll help you cut through the noise and build a values-driven sales process that actually works.

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Adam Kreek is on a mission to positively impact organizational cultures and leaders who make things happen.

Kreek is an Executive Business Coach who lives in Victoria, BC, near Vancouver, British Columbia, Canada, and Seattle, Washington, USA, in the Pacific Northwest. He works with clients globally, often travelling to California in the San Francisco Bay Area, Atlanta, Georgia, Toronto, Ontario and Montreal, Quebec. He is an Olympic Gold Medalist, a storied adventurer and a father.

He authored the bestselling business book, The Responsibility Ethic: 12 Strategies Exceptional People Use to Do the Work and Make Success Happen.

Discover our thoughts on Values here.

Want to increase your leadership achievement? Learn more about Kreek’s coaching here.

Want to book a keynote that leaves a lasting impact? Learn more about Kreek’s live event service here.

"Make a customer, not a sale."