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Sales & Influence
Selling doesn't have to feel sleazy — it just has to be honest. By the end of this course you'll understand why people really buy, how to run a sales conversation that respects both sides, and how to follow up without pressure. No tricks, no scripts that sound like scripts.
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Glossary · Final exam · Start here
Selling feels sleazy because most people do it backwards — they pitch before they understand. Six modules teach the Conversation Arc the honest way: learn why people really buy, qualify before you convince, echo back what you hear, and let the Follow-Up Flywheel close deals without pressure. No scripts. No manipulation. Just clarity that converts.
What you’ll learn
- Sell to the heart and the head with the Heart-and-Head Rule in every conversation
- Find and qualify buyers fast, and spot the red flags before they cost you
- Run the conversation arc from open to the Easy Yes without pressure
- Build a Follow-Up Flywheel that closes deals weeks after the first call
Is this for me?
Who is this course for?
Anyone who sells — or needs to and hates it. Freelancers pitching clients, founders raising revenue, creators with offers. If the word 'salesperson' makes you cringe, this was written specifically for you.
What do I need before starting?
Something to sell, or a clear idea of what you'll sell soon. Every exercise uses your real offer — hypothetical products build hypothetical skills.
How long does it take?
Six modules, roughly four hours of learning. The Follow-Up Flywheel in Module 5 pays for the whole course the first time it resurrects a dead lead.
Start here
Module 0: How to Use This Course
Five minutes that saves hours. How the lessons, quizzes, and build brief work — and what you'll walk away with.
Start here →
Module 1
Module 1: Why People Really Buy
Before you sell anything, you need to understand the machinery of a buying decision. This module gives you the three lenses — the Heart-and-Head Rule, the Trust Ledger, and Buyer Heat — that explain nearly every purchase you'll ever witness.
Module 2
Module 2: Find and Qualify Your Buyers
Great selling starts before any conversation — with knowing exactly who you're for, where they already gather, and how to tell a real buyer from a time sink. This module builds your qualification system.
Module 3
Module 3: The Conversation Arc — Open and Connect
Every sale that closes follows the same arc: prepare, open warm, connect, then spark interest. This module covers the first half of the arc — the part where trust is built and the prospect starts talking.
Module 4
Module 4: Qualify, Convince, and Close
Now the second half of the arc: qualify their needs before you present, build conviction with proof instead of promises, turn objections into commitments, and make saying yes effortless.
Module 5
Module 5: Follow-Up That Closes Without Pressure
Most sales don't close on the first conversation — they close in the follow-up. This module gives you a follow-up system that's persistent without being pushy, and messages people actually welcome.
Module 6
Module 6: Your Sales System
Tactics fade; systems compound. This final module turns everything into a repeatable weekly routine, three numbers worth tracking, and daily habits — plus how to know when it's time to get help.
Starter track
New to selling? Start here — mindset and buyers first.
- Module 1: Why People Really Buy — the psychology
- Module 2: Find and Qualify Your Buyers
- Module 5: Follow-Up That Closes Without Pressure
Then take the final exam.
Advanced track
Already selling? Sharpen the conversation.
- All 6 modules, especially the conversation arc (Modules 3–4)
- Read the teardown below — diagnose your own pipeline the same way
- Take the final exam — 7/10 to pass
- Download your build brief PDF as your sales playbook
Your build brief
Everything you write in the build brief prompts across this course's modules collects here. Download it as a designed PDF — and we keep a copy too, so when you're ready for us to build it for you, we already know exactly what you want.
Your answers save automatically as you type — on this device and to your signup email.
Teardown: The Web Designer Who Hates "Selling"
She's a talented web designer. Her portfolio is excellent, her clients love her, and every project comes from referrals. She hasn't done outbound in three years — and her pipeline just went dry for the first time. Two big clients ended, nothing replaced them, and the thought of "selling" makes her physically uncomfortable. Let's diagnose.
What's working: Her delivery is strong — that's why referrals worked for years. She has real proof (a portfolio of shipped work), which is more than most sellers start with. And her discomfort with selling is actually an asset: it means she won't do the sleazy stuff. She just needs a framework that feels like her.
Where it breaks: She violates the Heart-and-Head Rule (Module 1) in reverse — she assumes selling is all pressure (heart: fear) and ignores that buyers need clear information (head) to decide. Her "selling" is currently: hoping. No qualifying questions (Module 2), no conversation arc, no follow-up. When a referral goes quiet, she takes it personally instead of running the Follow-Up Flywheel (Module 5) — which would tell her that silence is usually timing, not rejection.
The deeper problem: She has no Trust Ledger (Module 1) with cold prospects. Referrals arrived pre-trusted; outbound starts at zero. The course fix: Echo-back (Module 3) on discovery calls — repeat their problem in their words before presenting anything. It builds connection without a single "technique." And qualify before you present (Module 4): four questions that save weeks of proposal work for people who were never going to buy.
The verdict: This is a Module 2 + Module 5 failure. She doesn't need to become a "salesperson" — she needs a buyer profile, four qualifying questions, and a follow-up rhythm that treats silence as timing. The pipeline didn't dry up because she's bad at selling. It dried up because she never built a system beyond hope and referrals. The system is learnable, and it doesn't require becoming someone she isn't.
Want this done for you?
Rather do it with us? Our Sales Script Pack ($1,200) — discovery call script, follow-up sequences, and objection handlers.
See done-for-you services