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Most entrepreneurs mistakenly believe entrepreneurship is about the supply of a product, in reality, it is entirely about the generation of demand. If you can generate demand, you are in business, if you cannot, you are simply sitting on inventory.
The most frequent "Revenue Leak" we find at Eiden Group isn't a lack of talent it's a lack of professionalism in the sales process. Here is why your deals are dying in the "Follow-Up Cemetery" and how to resurrect your pipeline.
One of the primary reasons entrepreneurs suck at sales is that they do not treat it as a multi-billion dollar global profession. A professional salesperson doesn't just "have a chat"; they utilize a specific set of tools: Professional Sales Aids: Using brochures, slide decks, and visual PDF documents because customers cannot read your mind. Continuous Training: Engaging in roleplay and refining scripts to improve the craft over time. Visual Frameworks: Laying things out visually to help the customer understand the value proposition clearly.
Predictability is the difference between a real company and an expensive hobby. You must move away from "having a good week" and into a consistent LAPS Rhythm:
Leads: Consistent weekly lead flow.
Appointments: Booking a set number of discovery calls.
Presentations: Tailored presentations to qualified leads.
Sales: The predictable outcome of the previous three steps.
ACTIVITY: The "LAPS" Health Check
Do you have a "5651" rhythm (50 leads, 6 appointments, 5 presentations, 1 sale) that repeats every single week?
If Yes: You are ready to scale.
If No: Your revenue is based on luck, not engineering.
Great salespeople follow a specific pattern of conversation. They don't wing the meeting; they move the prospect through defined bases:
1. Framing & Rapport: Establishing high status and chemistry before the call even starts.
2. The Diagnostic (Current vs. Desired): Finding the "Gap" between where the client is and where they want to be.
3. The Obstacles: Identifying exactly what has stopped them from succeeding on their own.
4. The Insight & Method: Sharing a high-level insight (e.g., "Did you know 94% fail because of X?") and your methodology before offering a product.
5. Completion: Handling objections and either making the sale or rescheduling a firm follow-up immediately.
