You have sold something
to someone.
Now what.
Three questions. Your answers. No wrong answers. Just what is actually true right now.
Haven't sold anything yet? Start here →Three questions. Your answers. No wrong answers. Just what is actually true right now.
Haven't sold anything yet? Start here →Before you begin
Nothing you enter is stored, collected, or sent anywhere. This exercise runs entirely in your browser. Close the tab and it is gone.
We will ask you questions about your business. Answer honestly. The more specific you are, the more useful this becomes — for you.
At the end, you will have the option to submit your answers separately if you want a read from us. That is your choice. Not a requirement.
01 — The clarity gap
Answer these three questions. Write what is true, not what sounds good.
Your favorite client — describe them in a few words
Your least profitable client — what made them the wrong fit
What is your biggest problem right now — pick all that apply
Your favorite client is already telling you exactly who you are built for. Your worst client is telling you what happens when you say yes without that clarity.
And your biggest problem almost always traces back to one thing: you cannot consistently find more of the right person because you have never fully named what made them right. That is not a sales problem. That is a clarity gap.
Your worst client left something behind. Not just a bad memory — actual information. Who they were, how they found you, what happened before and after they signed. That information, when looked at clearly, shows you exactly who not to let in next time. That is your filter. And it is already yours.
02 — The sequence gap
Tap each item in the order you currently spend your time. Watch what happens to the jar.
Tap in the order that reflects your day — what takes most of your time first?
What takes most of your time?
Start over
Most owners start their day in the sand. The inbox. The follow-up. The admin. It is urgent so it goes first. By the time it is done, the work only they can do has no room.
The jar does not close because the daily operational work fills everything before the high-value work is protected. The owner becomes the structure by default. That is the sequence gap. Not what you do. The order you do it in — and what is holding it so you don't have to.
03 — The filtration gap
For each one, answer the same five questions. Take your time.
Prospect type 01
What do they do?
Where do they work?
What problem do they have?
Where do they spend time online?
How do they decide to buy?
Prospect type 02
What do they do?
Where do they work?
What problem do they have?
Where do they spend time online?
How do they decide to buy?
Prospect type 03
What do they do?
Where do they work?
What problem do they have?
Where do they spend time online?
How do they decide to buy?
At the start, you described your favorite client. Here is what you wrote. Now answer four more questions about that same person.
Your favorite client
Who you described — from exercise one
Where do they work?
What problem did they have?
Where did you find them?
How did they decide to buy?
Look at both side by side. Notice what it felt like to fill each one.
Prospect types — what you want
Favorite client — what you have
The top three took energy. The answers are fuzzy. You are not sure.
The favorite client took no energy. The answers came fast. They are clear. They are real.
You already know exactly who to sell to. You have been looking at them the whole time. You just never wrote them down.
The vagueness is not because the answer is hard. The vagueness is because you have not looked. The data is already in your head. You just extracted it. Finding more is what comes next.
How much time will it take you to find the three clients you say you want?
How much time to find more of the one you just described?
Which one takes more time. Which one takes more energy. You already know the answer.
If you can see your best client clearly, and you can see how to find more of them, and you can see what order to lead with — what is actually in the way?
Is it that you need more time to figure it out?
Or are you ready to talk to someone who can handle the part that is taking the time?
CGS Global — cgsglobal.net