{"slug":"strategy/business-strategy/05-sales-system","title":"The Sales System — Stages, Discovery, Demo, Objections","section":"strategy","sectionLabel":"Strategy","status":"unclassified","type":"document","path":"strategy/business-strategy/05-sales-system.mdx","bytes":3372,"description":null,"updated":null,"source":"integratewise/Integratewise-docs-wiki","content":"\n\nSell the way the product works — assemble truth → prepare with evidence → propose → the buyer approves. Principles: sell the cycle not the software · quantify with their numbers immediately · prove on real work · govern the risk visibly · land the wedge, earn the org.\n\n# Stages (CRM mirrors exactly; exit criteria are facts)\n\n**S0 Identify** ICP ≥9 → **S1 Discover** pain story + H/C/N + why-now + P2 engaged → **S2 Align** Day demo with their tool names, P1 reacted, P3 identified, criteria drafted → **S3 Prove** 30-day POV: criteria met in writing, 1+ documented catch, prep-time delta measured, security parallel → **S4 Commit** realized-POV ROI, P4 cleared, paper through → **S5 Land** kickoff ≤5 days, handoff doc → **S6 Expand.** MEDDICC overlay; two red letters at S3 = no Commit. No stage skipping. Targets: S1→S2 ≥60% · S2→S3 ≥50% · S3→S4 ≥60% · S1→Won ≥20% · cycle ≤90 days.\n\n# Discovery (30 min — 8 required outputs)\n\nPain sentence verbatim (confirmed back) · tool map (count + names) · H/C/N · wound story (last churn surprise) · AI-demotion status (\"what did they _stop_ using it for?\") · why-now signal · eval path · demo booked on-call with P1 + the skeptic invited. Napkin out loud: \"That's [H×C×N×22]/month in reconstruction — keep that number, you'll grade us against it.\"\n\n# Demo (15 min — 6 fixed beats, never reordered)\n\n1. Their morning, named (their tools, their H, their wound story) → 2. Workbench opens: what changed / what needs you / what's prepared → 3. Evidence: click the signal, click any field — provenance → 4. **Ask → Assign → APPROVE (the climax):** hand the skeptic the approval; edit; execute; receipt; 3 seconds of silence → 5. **The refusal + the trail:** show what it will NOT do (memory-write gated, fail-closed), scroll the boring audit log — \"boring is the point\" → 6. The ask: napkin recalled, POV proposed, \"what would you want the third criterion to be?\"\n\n# Objection roots (diagnose, then answer)\n\n\"Will it work?\" = amnesia/hallucination scars → evidence + refusal beats · \"Will my team use it?\" = babysitting scars → Day-1 morning + 89% DAU proof · \"Is it safe?\" = anarchy fear → governance architecture + packet · \"Worth it?\" → ROI in their numbers · \"Are you real?\" = startup risk → export guarantee + design-partner terms, honest stage. Key flips: ChatGPT → \"your team demoted it — correctly; this is the opposite architecture\" · Gainsight → \"it sees the CRM; your churn story lives across usage+support+billing+email\" · Build-internal → \"what happens when its engineer leaves?\" · Microsoft/Salesforce-will → \"whose truth spans the silos, and who approves what acts across them?\"\n\n# Kill lines\n\n\"Dashboards show work. Workbenches do work.\" · \"Copilots visit your apps. IntegrateWise is where work lives.\" · \"ChatGPT remembers what it wants. IntegrateWise remembers what you approve.\" · Doctrine anchor once per conversation: \"Truth you own. AI you rent. Approval in between.\"\n\n_Source: repo docs/commercial/07-sales/ (§36–§43) + §09 battle cards + legacy docs/sales/ drills · Synced 2026-07-21_\n"}