Sales Process SOP

Consultative Selling Approach

Sales Process Overview
Pre-Discovery Preparation
Discovery Call Framework
Post-Discovery Process
Proposal Development
Proposal Presentation (Closing Call)
Common Mistakes to Avoid
Scripts and Templates

1. Sales Process Overview

The LowCode Agency Sales Journey

Initial Contact → Calendly booking with basic qualification
Discovery Call → Deep dive into needs, goals, and qualification
Internal Strategy → Team develops 3-tier proposal
Proposal Presentation → Live presentation and closing conversation
Negotiation & Close → Finalize option selection and terms
Contract & Kickoff → SOW signature and project start

Core Philosophy

We are strategic advisors, not order takers. Every interaction should position us as experts who guide clients to success, not just developers who build what they're told.

2. Pre-Discovery Preparation

Before Every Discovery Call

Review all available information (Calendly responses, emails, website)
Research the client's industry and potential competitors
Prepare the discovery question framework (keep it handy)
Test video/audio setup 5 minutes before
Have note-taking system ready

Mental Preparation

You're interviewing them as much as they're interviewing you
Be ready to say "no" if it's not a good fit
Confidence comes from knowing we add massive value

3. Discovery Call Framework

Opening (First 5 Minutes) ⚡ CRITICAL

The 30-Second Introduction

"Hi [Name], I'm [Your Name], [Role] at LowCode Agency. We specialize in helping companies launch MVPs in record time using modern no-code platforms. I've been doing this for [X years] and have worked on [relevant example if applicable]."

Taking Control (This is non-negotiable!)

"Perfect! So here's how I'd like to structure our time today if that works for you - I'd love to start by asking you some questions to understand your project and goals better. This usually takes about 20 minutes. Then you can ask me anything about our process, experience, or capabilities. Sound good?"

Wait for confirmation, then immediately:

"Great! So tell me - what inspired you to reach out to us? What are you trying to build?"

The Discovery Question Blocks (20-30 minutes)

Block 1: Current State & Problem Definition

"Walk me through where you are today with this project"
"What's the main problem you're trying to solve?"
"What have you tried before that didn't work?"
"Who experiences this problem most acutely?"

Block 2: Future State & Vision

"If we fast forward 12 months and this is wildly successful, what does that look like?"
"How will you measure success?"
"What would make this a home run for you?"
Critical: "I'm democratizing how [industry] works" = get specifics!

Block 3: Resources & Constraints

"What's your timeline for making a decision?"
"When do you need to be live in the market?"
"Have you set aside budget for this project?"
- If hesitant: "I ask because our projects typically start around $30k. If I sent you a proposal next week for $30k, is that something you could move forward with?"
"Who else needs to be involved in this decision?"

Block 4: Technical & Operational

"Do you have any technical team members currently?"
"Any specific integrations or technical requirements?"
"What's your plan for ongoing maintenance and updates?"

Strategic Probing Techniques

When they're vague about budget:

"I understand budget can be flexible. Our projects range from $30k for basic MVPs to $150k+ for full product partnerships. Where do you see yourself in that range?"

When they want to dive into features too early:

"I love that you've thought this through! Can I suggest we cover that in detail a bit later? I want to make sure I understand your bigger picture goals first."

When they ask "Can you do X?"

"Technically, we can build almost anything. The real question is whether it makes sense for your goals and budget. Tell me more about why that feature is important to you."

When timeline is undefined:

"When do you envision making a decision on a development partner? And once you decide, when would you want to kick off?"

The Client's Turn (15-20 minutes)

"Okay, I've asked you a ton of questions! What would you like to know about us, our process, or our experience?"

Let them lead but keep answers concise and relevant. If showing portfolio/tools, keep it under 5 minutes.

Closing the Discovery (Final 5 minutes)

Summarize and Confirm Fit

"Based on everything we discussed, it sounds like [summarize their goals]. We've definitely helped companies with similar challenges. I think there's a good fit here."

Set Clear Next Steps

"Here's what I'd like to do next - I'll get together with my team this week and put together three different options for how we could work together. As I mentioned, these typically range from $[X] to $[Y]. I'd love to present these to you live - how does [day] or [day] work for you?"

The Pre-Close Temperature Check

"One last question - from everything we discussed today, what excites you most about this project? And what concerns you most?"

4. Post-Discovery Process

Immediately After the Call (Within 2 Hours)

Send Recap Email

Subject: Great speaking with you - Next steps from LowCode Agency

Hi [Name],

Thanks for taking the time to speak with me today about [project].

To recap, you're looking to:
- [Goal 1]
- [Goal 2]
- [Goal 3]

Timeline: [Their timeline]
Budget Range Discussed: $[X] - $[Y]

As discussed, I'll work with my team to develop 3 different 
approaches for your project. I'll present these to you on [date].

Please let me know if I missed anything!

Best,
[Your name]

Internal Debrief
- Log all notes in CRM/project management system
- Flag any concerns or opportunities
- Schedule internal proposal creation session

The Bridge Email (24-48 hours before proposal presentation)

Subject: Confirming our call [day] - Preview of options

Hi [Name],

Looking forward to our call [day] at [time].

Quick preview: My team and I have developed 3 options 
ranging from $[lowest] to $[highest] based on different 
ways we could help you achieve [main goal].

Talk soon!
[Your name]

5. Proposal Development

Internal Team Session Checklist

Review all discovery notes as a team
Identify explicit, implicit, and strategic needs
Brainstorm 3 fundamentally different service levels
Ensure each option is profitable and exciting for us
Create visual proposal (not text-heavy)
Practice the presentation flow

The 3-Option Framework Rules

Name them descriptively (not Bronze/Silver/Gold)
Differentiate by WHO does the thinking, not just features
Price gaps should be meaningful (1.5-2x jumps)
All options must be good - no "bad" option to push them up

6. Proposal Presentation (Closing Call)

Pre-Call Ritual (5 minutes before)

Have proposal ready but NOT screen-shared yet
Water nearby (you'll be talking a lot)
Notepad for their responses
Confidence mindset: "I'm here to help them succeed"

The Presentation Flow

Opening (2 minutes)

"Hi [Name]! Before we dive in, is everyone here who needs to be part of this decision?"

If missing key people:

"I want to make sure everyone hears these options. Should we reschedule when [person] can join?"

Purpose Setting (30 seconds) ⚡ CRITICAL

"Perfect! So the purpose of today is to show you three different ways we could work together and figure out which path makes the most sense for you. By the end of this call, we should know if we're moving forward together and how. Sound good?"

Vision Recap (2 minutes)

"Just to make sure we're aligned - in our last call, you told me you wanted to [summarize their grand vision]. You need to be in market by [date] and success looks like [their metrics]. Did I capture that correctly?"

The Price Anchor (30 seconds)

"Excellent. So my team and I put together three different paths. As I mentioned in my email, they range from $[lowest] to $[highest]. Let me show you what we came up with..."

NOW share screen

Present Options (10 minutes total)

Start with MOST expensive
- Describe it as the "dream scenario"
- Take your time, let them imagine it
- "This is our [Name of Highest Tier]. At $[X], this is where we become your complete product partner..."
Then the LEAST expensive
- "On the other end, if budget is the primary constraint..."
- Quick, matter-of-fact
- Don't undersell, but be brief
Finally the MIDDLE
- "And here's what we see as the sweet spot for many clients..."
- This is often where they land

The Golden Question (+ Sacred Pause)

"So I'll pause here. You'll have all the time you want to ask questions about each option. But gut reaction - if you had to pick right now, which of these resonates most with you?"

SHUT UP AND WAIT. Count to 10 in your head if needed.

Navigate Their Response

"I like option 2 but..." → Great! Let's talk about what would make it perfect
"They're all too expensive" → What budget did you have in mind? (Qualify harder next time)
"I need to think about it" → Of course! What specific aspects do you need to consider?
"Can we mix and match?" → Absolutely, let's design something custom

Closing for Next Steps (Final 5 minutes)

"This has been great. So it sounds like you're leaning toward [option] with [modifications]. Here's what I suggest for next steps..."

If they're ready:

"I'll send you a refined proposal with everything we discussed by [day]. Once you review it, we can finalize terms and get started."

If they need time:

"I know this is a big decision. When do you think you'll be able to make a decision? And what information would help you get there?"

7. Common Mistakes to Avoid

During Discovery

❌ Pitching too early - "Let me tell you about our amazing platform..." ✅ Ask questions first - "Tell me about your vision..."

❌ Accepting vague answers - "Our budget is flexible" ✅ Probe deeper - "Flexible between what ranges?"

❌ Being an order taker - "Yes, we can do exactly that" ✅ Being a consultant - "We can do that, but have you considered..."

❌ Avoiding uncomfortable topics - Not asking about budget ✅ Professional directness - "What budget have you allocated?"

During Proposal Presentation

❌ Emailing proposals - Loses control of narrative ✅ Live presentation only - Control the conversation

❌ Presenting cheap to expensive - Anchors low ✅ Expensive to cheap - Anchors high

❌ Overexplaining - 30-minute monologue ✅ Interactive dialogue - Get their reaction early

❌ Accepting "I'll think about it" - Without specifics ✅ Dig deeper - "What specifically do you need to consider?"

8. Scripts and Templates

Power Phrases for Difficult Moments

When they want you to commit without info:

"I'd love to give you a accurate answer, but I need to understand more about [specific aspect] first."

When they push for discounts:

"I understand budget is important. Rather than discount our work, let's see what scope adjustments make sense for your budget."

When they want to start immediately but haven't qualified:

"I love your urgency! To ensure we can deliver what you need, let's spend 30 minutes making sure we're aligned on goals and budget."

When they comparison shop:

"Makes sense to explore options. What criteria are most important to you in choosing a partner?"

Email Templates

No-Show Recovery

Subject: Sorry we missed each other

Hi [Name],

Looks like we missed each other today. These things happen!

Still very interested in learning about [their project]. Here are a few times that work for me: [options]

[Your name]

Proposal Follow-Up (3 days later)

Subject: Thoughts on our conversation?

Hi [Name],

I wanted to check in on our conversation from [day].

You mentioned [specific consideration] was important to think through.

Any questions I can help answer as you evaluate options?

[Your name]

Final Reminders

Confidence is key - You're the expert, act like it
Questions are power - Who asks the questions controls the conversation
Silence is golden - After asking for the sale, shut up
No is better than maybe - Qualify hard and fail fast
Premium positioning - We're not the cheapest, we're the best

Remember: Every interaction either builds or erodes our position as strategic partners. Choose wisely.