“How to find and replicate your biggest and best wins.”
Master this box and your wins become a repeatable playbook — not a lucky guess.
Which box is holding you back from reaching $1,000,000?
START HERE
You closed the deal — and never found out why they bought.
You celebrated and moved on. You marketed Feature X — but they bought because of Feature Y you barely mentioned. Keep guessing, and you’ll pitch the wrong thing to the next 100 prospects.
→ Do you actually know why your last customer bought — in their words?
DO THE WORK
Ask the 5 Post-Close Questions.
Analyze wins, not losses. Losses tell you what to avoid, wins tell you what to replicate — what triggered them, what made them choose you, and where to find more people just like them. After three wins, the answers become your repeatable sales playbook — the bridge from founder-led sales to scalable growth.
Won Sales Analysis — the 5 post-close questions
Wins > losses: losses tell you what to avoid, wins tell you what to replicate. After three, the pattern is your playbook.
“We marketed Feature X, but customers value Feature Y we barely mentioned.”
Won Sales Analysis — the 5 post-close questions
YOU’RE READY
After three wins, you have a repeatable playbook — in your customers’ words.
When you can replicate what actually drives your wins, you’ve mastered Won Sales Analysis. Move on to the Marketing Moat.
IN THE RESTAURANT EXAMPLE
Restaurant scheduling software, 4 X 4.
Within 72 hours of Maria signing, a 20-minute call with the five questions. What events led up to this purchase? “Three no-shows on a Saturday in my second week, and the owner asked what I was going to do about it.” When did they happen? “Two weeks after I started.” What made you choose us? “You asked how much the no-shows cost us before you showed me anything.” What can we make easier? “Importing the staff list from our spreadsheet.” Where can we find more people like you? “The GMs in my restaurant association’s WhatsApp group.” After five calls, “no-shows on a Saturday” comes up three times — so it becomes the Seven Second Sale headline. And the WhatsApp group becomes the first place to build the Marketing Moat.
THE THREE BIGGEST MISTAKES
SKIP
You don’t do a won-sales analysis at all — you celebrate the close and move on, so the pattern is lost.
SHORTCUT
You know why your customers bought — in your head — but you’ve never written it down, so the pattern lives with you and can’t be handed to a teammate or repeated on the next ten deals.
STUMBLE
You never ask what triggered the deal, so you can’t trace the events that led your last 3 wins back to a repeatable pattern.