What is the sales process

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The Rainmaker Novation Process: A 3-Phase Psychological Sales System

This document breaks down the "Rainmaker Novation Process," a three-phase sales system designed to dismantle seller resistance, build massive trust, and close deals without resorting to high-pressure tactics. This is not about being the loudest voice in the room; it's about being the smartest. The entire process is engineered around human psychology, structured like a compelling story to guide the seller to the solution you provide.

Forget what you know about traditional sales. We're not chasing a quick "yes." We're building tension, understanding the battlefield, and then presenting an offer so perfectly framed that it becomes the only logical conclusion.

The Core Philosophy: Chess, Not Checkers

This system is powerful. It's designed to be devastatingly effective. Because of this, it comes with a strict warning: Use it ethically. The process is built on the Golden Rule. If a deal isn’t a true win-win, you point the seller in a better direction and walk away. This moral foundation isn't just good karma; it's a strategic tool that builds unbreakable trust.

The process follows the structure of a great movie:

The Beginning: Introduce the characters and the backstory (Discovery).

The Middle: Introduce conflict and tension (Anchor).

The End: Deliver a plot twist and a satisfying conclusion (Delivery).

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Phase 1: The Discovery Phase — Setting the Stage

The objective here is simple but critical: Shut up and listen. This phase is 100% about information gathering and stage-setting. There is absolutely no selling, no negotiation, and no pushback. Going for the "kill" here is the fastest way to lose the war.

Your Mission:

1.Set the Stage: Immediately frame the conversation.

2.Uncover the Story:

You are now a detective, not a salesperson. Get the facts by asking questions in a specific, non-threatening order.

3.Resist the Urge to Pounce:

Introduce yourself: "We're a creative real estate company specializing in speed and convenience."

Start with Timeline: This is a neutral, easy starting point.

You will hear openings—clear buying signals and pain points. Do not take them.

State your code: "We live by the Golden Rule. If for any reason we’re not a match, it's no big deal at all. We'll part ways as friends, and I'll even try to point you in the right direction."

Move to Property Condition: As they describe the property, listen for problems and pain points.

If you jump on these with a "salesy zinger," you immediately raise their defenses and trigger sales resistance.

Set the potential for a win: "Now, if we are a match, I'll make sure this is the smoothest experience possible. You have my word. Does that sound fair?"

Let the Situation Emerge: Motivating factors (divorce, inheritance, financial trouble) will naturally surface as they talk about the property's condition. Don't pry; let them volunteer the information.

Hold back. Make a note of it and save your ammunition. We are building tension, not releasing it.

There are no rows in this table

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The outcome of this phase is a seller who feels heard and a salesperson who has a complete intelligence report on the seller's true situation.

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Phase 2: The Anchor Phase — Managing Reality

Now that you've built a foundation of trust, it's time to gently introduce the "conflict." The objective of the Anchor phase is to ground the seller’s expectations in reality. Most sellers have an inflated idea of their property's value and a poor understanding of the costs and hassles of selling. Your job is to be the expert guide who walks them through the numbers.

Your Mission:

Introduce the Cash Sale Concept: Begin pivoting the conversation toward your solution.

Compare Their Options (The Reality Check): Break down the real-world outcomes of their alternatives.

Listing with a Realtor: What does that really look like? Talk about commissions, repair requests from buyers, showings, uncertainty, and the timeline.

Renting It Out: Discuss the headaches of being a landlord, potential vacancies, and repairs.

Selling On-Market: Go over what they would actually take home after all fees, repairs, and closing costs are deducted.

Align Expectations: Use this information to anchor their price expectations to a realistic number. You are systematically deconstructing their fantasy price and replacing it with a fact-based understanding of their net potential.

The outcome of this phase is a seller whose expectations are aligned with the market, making them receptive to a realistic offer.

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Phase 3: The Delivery Phase — The Plot Twist & The Close

This is where the magic happens. Instead of a hard-pressure close, you use a psychological reversal. The objective is to present your offer in a way that eliminates all sales pressure and makes the seller feel like they are the ones choosing the solution.

Your Mission:

Cards 2

Cards 2

Execute the "Cash Offer Takeaway":

Column 2

Walk Through the Paperwork:

Column 2

Close with Action:

Column 2

Set Expectations for Next Steps:

Column 2

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Tactical Implementation: One Call vs. Two Calls

Two-Call Structure (Recommended): This is the ideal structure, especially for newer salespeople or when dealing with a high volume of leads.

Call 1: Dedicated entirely to the Discovery Phase. An Intake Specialist can often handle this.

Call 2: Execute the Anchor and Delivery Phases.

One-Call Structure (Advanced):

A high-level salesperson with a motivated seller can seamlessly blend these phases into a single conversation. This requires a strong feel for the flow of the conversation and the ability to pivot without raising alarms. However, when in doubt, default to the two-call structure. You can’t go wrong by slowing down and being more thorough.

If you’re looking for novations, Prexium is where you’ll find the right leads to close more deals. Start today 👉

The Cowboy Marketer⁠

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