The 5 problems your business solves, and the questions that get prospects to say them out loud.
Most owners sell by explaining. They tell people what they do, how long they’ve been doing it, and why they’re better than the other guy. The prospect nods. Says, “Send me some information or can I have a brochure.” Then nothing.
And the technician, salesperson or business owner drives home thinking the issue was price. They can’t figure out where it went wrong.
The real issue was that the prospect never said their problem out loud, so there was nothing to buy. You can’t sell a solution to a problem nobody admitted they had.
This is three hours, hands on, for anybody responsible for the revenue in their business. Solo operators all the way up to $10MM. You don’t need a sales background. Bring a pen, because you’ll be writing, not typing.
What we’re doing:
Figuring out the 5 problems your business actually solves. Not your services. Not what’s on your website. The problems.
Building a question around each one, so the prospect says it instead of you claiming it.
Working out the two answers you’re most likely to get back, and what you say next in both cases. Including the answer you didn’t want.
You walk out with all of that on one page, in your own words, about your own business.
I’ve sold my whole professional life, B2B and B2C. The best questions I ever asked weren’t about price or service. They were questions I already knew the answer to, because I knew where the problem always showed up. That’s what this workshop is going to build.
Register here for this event: https://launchfayette.proximity.app/events/3-dec-2026-nobody-buys-a-sales-pitch-anymore
Your Facilitator
Steve Richey is a sales executive, entrepreneur, and mentor with more than 20 years of experience in B2B sales.
A former Chief Revenue Officer of a $100M+ organization, Steve has built and led high-performing sales teams across multiple industries and has interviewed, hired, trained, and promoted hundreds of sales professionals. He is the founder of Rev-Bridge, where he helps companies improve sales hiring and coaching, and the author of *Now Hiring Salespeople*. Steve brings founders practical expertise in sales strategy, talent development, leadership, and revenue growth.
