How to sell (without selling) | Full Masterclass with Mike Lovegrove

How do you sell when you hate selling? In this free masterclass, Michael Lovegrove (founder of Sollo, former VP of Sales at Groove and fractional Chief Commercial Officer) walks through the sales flow he has taught to salespeople and founders: the first LinkedIn DM, the discovery call, the pitch and the proposal. No pushy scripts. Just a way to find the problem, show you can solve it and earn trust. If you send DMs and hear crickets, or dread getting on sales calls, this is for you. ━━━━━━━━━━━━━━━━━━━━ 🔗 RESOURCES 🎁 Sollo Sales Vault (free): https://gosollo.com/sollopreneur-sale... 🚀 Try Sollo, the sales platform for solopreneurs https://www.gosollo.com/?utm_source=y... ⚡ Join the Sollo 20-day sales challenge: https://gosollo.com/20-for-100/?utm_s... Use code Sollo20 for 20% off your first 3 months, on top of the 14-day free trial. 👤 Michael Lovegrove on LinkedIn: linkedin.com/in/michaellovegrove ━━━━━━━━━━━━━━━━━━━━ 💡 KEY TAKEAWAYS ▸ Can you get results if you hate sales? Yes. A founder with an operations background committed to one hour of outreach a day for 20 working days. She generated 64 leads and $50K in revenue in the first four weeks, and $5.8M booked by month nine. Results stack like any habit. ▸ What is the number one precursor to a sale? Trust. Nobody cares about you or your service, they care about their own business. Position yourself as a problem solver. No problem, no sale. ▸ What are you actually selling? The gap between where your client is now and where they want to be. You sell the destination, not the bridge. The bigger the gap, the more your solution is worth. ▸ Who should you message first? Start with people in your network who resemble your ideal client. Then look for signals (likes, comments, profile views). Only then move to colder outreach. ▸ What makes a good opener? A reason to reach out, a reference point and a short question. You don't pitch. The job of the opener is to get a reply. ▸ What if they don't reply? Don't stop after one message. Follow up with something of value, like a free resource, then exit gracefully. Plenty of replies only come after the fourth touch. ▸ How should you run a sales call? Open as a peer ("I'm glad we're able to meet today"), agree the objective (explore if it makes sense, not to sell), share the agenda, then ask what prompted the call. ▸ What is PRIQ? Problem, Root cause, Impact, Quantify. Ask "how" and "what" instead of "why", because "why" makes people defensive. Sales is emotional before it is logical, so ask how the problem affects them personally. ▸ How do you structure the pitch? Start with what is changing in the world, then their key problems in their own words, the alternatives and why they fall short, the perfect world, your solution, a case study and a recommended next step. ▸ What if you're new and have no case study? Use related past results, offer a guarantee or a pilot period, or do a great-value first deal. The case study is the cherry on top. Showing you understand their problem matters more. ━━━━━━━━━━━━━━━━━━━━ ⏱️ CHAPTERS 0:00 Welcome and what we'll cover 2:06 Michael's background 3:47 Case study: from "I hate sales" to $5.8M booked 6:46 Trust is the number one precursor to a sale 8:04 Nobody cares about you: be a problem solver 9:32 The gap: current state vs future state 11:34 Who to message first: network, signals, cold 13:07 How to structure a DM opener 15:36 Opener examples 18:35 Follow-ups and the graceful exit 20:33 The sales call: a problem-identification conversation 22:05 Agreeing the objective and the agenda 24:05 Context and social proof, then the first question 26:02 PRIQ part 1: problem and root cause 26:59 PRIQ part 2: impact and quantify 30:44 The sales pitch framework: start with a nexus statement 33:30 Slide 2: their key problems, in their own words 35:04 Slides 3 and 4: the alternatives and the perfect world 36:49 Your solution, the case study and the next step 38:40 Proposals: make it about the prospect 39:40 What is Sollo? 42:50 The Sollo 20-day sales challenge 47:47 Q&A: Finding German-speaking prospects and low interest rates 52:37 Q&A: Do you need a separate ChatGPT or Claude subscription? 58:50 Q&A: What if you're new and have no case study? 1:02:07 Q&A: When does the challenge start? ━━━━━━━━━━━━━━━━━━━━ 👋 ABOUT Michael Lovegrove is the founder of Sollo, a sales platform with a built-in community for solopreneurs, consultants, coaches and fractional leaders. Sollo finds your leads, helps you engage them and turn them into clients, with AI agents that plan your outreach, sales calls, pitches and proposals. #SalesTraining #SalesPitch #LinkedInOutreach