What Is A Sales Process
Nothing Happens Until a Sale Is Made

If you hate your job and dreaming about starting a business, here’s the truth...

...nothing happens until a sale is made...

Not a logo. Not a website. Not your social media strategy.

Sales are what make your business real.

This page is your no-fluff guide to understanding what is a sales process — the exact steps that take you from "I have an idea" to "I made my first sale."

Why Sales Should Be Your First Focus (Not the Last)

You might feel tempted to spend weeks on branding, tech, or even business cards.

Here’s a hard truth: none of that matters if you don’t know how to sell your product or service.

Check this for yourself - almost 90% of startups fail.

You need to give yourself a chance to not be on the wrong side of that statistic. You need to learn the process of how to sell your product or service, first up.

If you're trying to escape your job and build something of your own, you need proof your idea works  and that proof is a paying customer. 

Yes, there are other factors that make a successful business. Many components that I will help you build later. These include, target marketing, business structure, recruiting, capitalization, and a multitude of other issues. 

You do not need to fill your head with these at this point.

The sales process is the starting point.

Trust me, I was in business for 35 years from a startup. I have coached and mentored since retiring in 2005. 

It is my aim to help as many of you as I can through this website.

It all starts because you hate what you do. I get it. I have been where you are.

My journey started from I hate my job to quitting and starting a business which I sold for much more than I could ever believe. 

Let me mentor you through this exciting journey.

Welcome to MENTORaUS

5-Step for What Is A Sales Process -  for First-Time Founders

What is a sales process. Let’s break it down.

You don’t need to be a natural-born salesperson.

You just need a process.

Here’s a simple sales blueprint for what is a sales process that anyone can follow:

1. Prospecting: Who Needs What You’re Selling?

Sales start with finding the right people.

Your “prospect” is someone who might want or need what you offer.

Start by casting a wide net — then narrow it down, and refine it.

Then cull and delete. This process delivers your best chance of getting in front of a 'red hot' prospect.

Think about:

• Who’s frustrated with an issue your product or services offer will solve?
• Who’s already spending money trying to fix this issue?
• Where do these folk or businesses hang out (online on Linkedin, Instagram, Facebook groups etc. or offline at conventions, product launches, swap meets, rotary clubs, etc)?

Do your research.

• Find out everything you can. 
• The more you research the more you know about them. 
• Your mission is to turn a cold or lukewarm prospect into a red hot prospect.

Start small then build your list.

• The prospect list is the inventory of your business.
• Never let your list get stale. 
• Always be topping it up. 
• This is your goose that lays the golden egg.
• Aim for a list of 20–50 potential leads.
• You'll build and refine it over time.

2. The Appointment: Booking Time to Talk

You’re not selling the product yet. You’re selling a conversation. That’s it.

The goal is to get the prospect to agree to a short chat where you can listen, learn, and present a solution (aka your offer). Whether it’s Zoom, phone, or face-to-face — this is the first sale the first real win.

The golden rule: sell the appointment not the product or service.

3. The Presentation: Don’t Pitch. Ask Questions

Here’s where new founders blow it.

They launch into a full product pitch before knowing anything about the person they’re talking to.

You do not want to do this. Instead, you ask questions. Then you listen.

Genuinely attempt to understand their situation. 

Create and build rapport by asking feeling and fact finding questions. (This will be covered in a later post)

Then — and only then — do you show how your product or service will fix their issue.

4. Handling Objections: It’s Just a Conversation

Expect some pushback. Understand it is not a rejection — it’s curiosity, hesitation, or maybe fear.

Objections are signals that the prospect is still interested, just not convinced yet.

Address their concerns without going on the defensive.

Stay calm, stay helpful, and stay in control. (there is a process for this)

5. Closing: Help Them Decide

This is the moment. This is your moment of glory. This is where the rubber hits the road.

• You’ve asked questions.
• You’ve listened.
• You have built rapport.
• You’ve presented the offer.

Now, ask the right closing question (we’ll go deeper into this later in 'Using Closing Questions').

• Keep it simple.
• Ask the appropriate closing question....

“Would it make more sense to start with the full solution, or would you prefer the trial version to test it out?”

Then — and this is key — stop talking.  

SHUT UP

Let them decide.

(There will be more on this later.)

Conclusion

You don’t have to be slick or aggressive.

You just have to be committed.

Committed to:

• Learning a repeatable process.
  
• Listening more than talking.
• Learning how to listen
• Showing up for real conversations with real people.

If you can make your first sale, even to one person, you’ve proven your idea has value in the real world.

If you can do it once, then you can do hundreds of times.

• That’s how you get momentum.
• That’s how you build confidence.
• That’s how you start replacing that paycheck with something better — freedom.

Your Next Step

In the next part, we’ll dig into Finding The Right Prospect — and how to figure out exactly who you should be talking to, even if you’ve never sold anything before.

You’re not just learning sales.

You’re building your future.

You got this.

Let’s go.

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Experience isn't the best teacher, experience is the only teacher.

Confidence comes from experience