Are You "Winging It"? Why You Need a Sales Playbook (Even as a Solopreneur)
A new, qualified lead comes in. You're excited. You pick up the phone, they answer, and...
...now what?
If you're like most solopreneurs, you "wing it." You rely on your charm, your passion, and your wits to get you through the conversation. Sometimes it works. Sometimes you hang up and immediately think, "Ugh, I forgot to mention the key benefit," or "I should have asked them about their budget."
When you're a team-of-one, you don't have a sales manager forcing you to use a script. You probably hate the idea of a "script." You think it will make you sound like a robot.
This is a critical misunderstanding.
A script isn't a cage. A playbook isn't a set of rules meant to stifle your personality.
A playbook is a launchpad.
It's a simple, repeatable tool that handles the 80% of sales that is boring and repetitive, which frees up your brainpower to be 100% human, creative, and present for the 20% that actually matters.
The "Mental Energy" Trap
As a solopreneur, your single most valuable asset is your mental energy. When you sit down to make sales calls and have to re-invent the wheel every single time, you are draining that battery before you've even started.
What's the best opening line?
What are the 3-5 essential questions you need to ask?
What's your exact process when you get their voicemail?
What do you say when they inevitably ask, "How much does it cost?"
If you don't have an immediate, pre-built answer for these, you're not selling; you're just reacting. And "reacting" is not a scalable sales system. It's a recipe for burnout.
The "What, When, and How" of a Real System
This is the second, and most critical, component of my KYSS (Keep Your Sales Simple) philosophy. You must have a "Plug & Play Playbook."
A real playbook is a simple toolkit that gives you the right words, at the right time. It's not about reading a script—it's about having a proven "sales GPS" that guides you, so you can focus on building rapport.
In my 15-minute e-book, KYSS: Keep Your Sales Simple, I don't just tell you to build one. I give you the framework:
I'll show you the 3 "must-have" parts of any playbook (the What, the When, and the How).
I'll give you the "phone-first" sales cadence—a simple schedule of what to do on Day 1, Day 2, and Day 4 to close deals without being annoying.
I'll give you my simple, confident "Value Script" for handling the "it's too expensive" objection.
I'll explain my core philosophy: If you're getting objections you can't handle, you don't have an objection problem—you have a qualification problem.
This blog post is the "why." The e-book gives you the "how."
Build Your Full System
This "Plug & Play Playbook" is just Component 2 of my 6-part "KYSS" system.
I've compiled the entire "no-BS" framework into a 15-minute manual. It's the full, actionable playbook designed to help you build a complete sales machine—from simplifying your product to the 5 metrics that actually matter.
[Click here to get your copy of the KYSS e-book and build your system today.]
Need More Than a Manual? Get Your Team.
The KYSS e-book is the "what"—the complete, actionable manual.
But what happens when you have a question about your specific business? Who reviews your sales call? Who helps you apply the system?
That's why I built the Selling Pens Community. It's the sales team for the team-of-one.
It's a private, professional workshop where you can get real feedback and stop guessing.
Join as a Community Member for peer-to-peer feedback and our monthly live group coaching call.
Join as a Pro Member for direct, 1-on-1 access to me. I'll personally review your sales calls, your scripts, and your process.
[Click here to see the community options and join your new team.]
