In this episode of the Max Your Business Podcast, Ben Fewtrell and David Carlin unpack why most sales teams find it hard to convert. It often comes down to one thing: they don't have a clear, buyer-focused sales process in place.
Ben and David share the seven essential steps every sales process needs, with practical stories from their own experience. From snapper fishing (yes, really) to DISC profiling, automation, and handling objections, they explain how to make selling less awkward and far more effective.
Whether you're doing the selling yourself or managing a growing team, this episode will help you build a simple, structured process that leads to more confident conversations and better results without needing to be pushy or a "natural" salesperson.

Episode Highlights:
00:00 – Welcome to Max Your Business Podcast  
06:15 – DISC & VAK refresher – reading personalities and communication styles
09:20 – "Telling isn't selling" – the questions that uncover true buying reasons
15:30 – The 7-step sales process worksheet – what to include and why
20:40 – Tracking conversion at every step (not just the final yes)
25:00 – Objections as buying signals (and how to handle them with integrity)
30:10 – Earn the right: how to build authority without sounding arrogant
35:25 – Turn quotes into sales tools: don't leave it up to price alone
42:15 – Handy links and your next steps

Key takeaways
Process beats persuasion. A documented, step-by-step buyer journey lets even new reps convert like pros.

Educate first. Map out what happens next, so prospects feel certain and show up ready to decide.

Ask, don't tell. Open-ended questions (who, what, where, when, why, how) surface real needs and cut through polite "maybes".

Earn the right. Awards, reviews and credentials build trust – share them early so price isn't the only yardstick.

Measure each micro-conversion. Track drop-offs between steps to spot bottlenecks and lift overall win rates.

Objections are buying signals. Isolate and answer them on the spot, or tweak your process so they never pop up.

Grab the 7-Step Sales Process Guide – map your own workflow in under an hour.
 👉 maxmyprofit.com.au/sales

Ready to stop "winging it" and start converting? Tune in now, share it with your sales crew, and subscribe for fresh, practical business insights each week.