All acts · Act 05
🎯How we sell
For everyone, because everyone at ORIGIN sells ORIGIN. The pitch, qualifying a lead, discovery, objections, price, the record and the handover.
01Why everyone sellsWhat selling means when you are not on the Growth Team, and what has an owner5 min02The pitch: what to sayFive pointers, in order, and three things that make them yours4 min03The pitch: what never to saySix phrases, one behaviour to avoid, and the rule for every sentence5 min04Qualifying with BUSDFour tests before any proposal, and what a disciplined no protects5 min05The discovery callTwo jobs, five steps, and what happens after every call5 min06Questions, and what to listen forA question for each kind of client, and the answer that matters5 min07Burning platform or opportunityThe two forms of a cause for change, and the rule for both5 min08ObjectionsOne calm method, and the eight you will hear most5 min09No discount, no pressureWhy we hold our price, the story a proposal tells, and closing on a date5 min10Pricing and approvalsTwo streams, three points, and who must say yes5 min11Payment terms and contract basicsWhat we aim for, what we can shape, and four contract points4 min12The CRM is the recordPipedrive, the stages of a deal, three habits and two warnings5 min13Handover from Growth to OSTwo documents, one pack, and a kickoff4 min
When you have read all 13 sections
The quiz draws 20 questions from this act, with 90 seconds each and no going back. You need 90%, which is 18 of 20. Three attempts, at least 24 hours apart, and the questions change each time.
Take the Act 05 quiz