How to Sell a Service at 2x the Price | The ₹50 Crore Sales System Every Founder Should Understand

Ganesh Krishnan (0:00)

You have six months to make as much money as possible.

Saad Khaj (0:02)

What are you doing?

Ankur Warikoo (0:04)

I'm going to find a sales job. Everything always goes back to sales no matter what.

Saad Khaj (0:10)

To get to a million dollars is very easy. You need 20 people to pay you $4,000 for 12 months, and it's a million dollars. People lost their minds. Are you selling yourself?

Ankur Warikoo (0:22)

We should do this again and do part two.

Saad Khaj (0:24)

You know, the next time, I'm going to actually walk you through the entire sales call, where I will show you what my three gates of hell are. This was the masterpiece from Saad.

Ganesh Krishnan (0:36)

This is a banger podcast.

Saad Khaj (0:38)

You have to watch this.

Ankur Warikoo (0:43)

One, two, three, and start. This is episode two with Saad. What are you here to teach me?

Saad Khaj (0:47)

Sales is the easiest job in the world. And the most, I have to cuss for this, the most rewarding.

Ankur Warikoo (0:52)

How to build a sales engine to generate sales worth 50 crores.

Saad Khaj (0:55)

There are three main components that come in making a sale, okay?

One is your offer. Offer is pretty much what you sell, your distribution, who you sell to, and sales, how you sell to them. So a lot of people are like, organic kar rahe ho, leads aana hai, nahi.

Ankur Warikoo (1:13)

Bro, what are you saying?

Saad Khaj (1:14)

Organic, no paid.

Ankur Warikoo (1:15)

6.8 million.

Help me land a client who'd pay me 1 million dollars. Yeah, hard or transfer?

Saad Khaj (1:23)

My card? I'm sending you a link right now. Right now?

Ganesh Krishnan (1:26)

Let me think about those two models.

Saad Khaj (1:28)

Get back here. Can I tell you something? I will give you a 1000 dirhams zinc, which is a refundable deposit. This will actually put you in a state of putting some thought into it. Okay, let's do that. Awesome. I've received your payment. Deep discovery, I call it the gates of hell, has three gates of hell. The first thing is need. Second is decision-making and timeline gate. You pass this gate, you then go to the third gate. This is where most salespeople go. They're gonna hate that I said this.

Ankur Warikoo (1:53)

How do you think I can keep track of all the leads from all my streams?

Saad Khaj (1:57)

This is a game changer that most people overlook very, very, very... If they just do this, revenue will skyrocket.

Ankur Warikoo (2:09)

Okay, guys, this is episode 2 with Saad. And this time Saad is here to teach us something very, very exciting. Saad, what are you here to teach me?

Saad Khaj (2:15)

Basically, the idea is, within 2 years, the last year, we did 50 crores in revenue in a service business that sells only 2 things. And everything that it takes to actually sell or get to this point where you can get to that mark, I'm going to show it to you without you actually having to think about all the mistakes. So the next 2 hours, trying to figure out how do you go from, I have no idea what I'm supposed to be selling, to I am able to build a service business with one or two offers that can get to 50 crores a year.

Because that's what we use.

Ankur Warikoo (2:45)

Okay, Saad, first let's do micro, and let's figure out the first principles of sales, understand the system very well, and then I want to go micro to understand the architecture of a call. Okay. That can help me land a client who would pay me $1 million.

Saad Khaj (3:02)

Okay, awesome. So basically one of the most common mistakes that people have is they're trying to fix sales, where it's not a sales problem, it's a full funnel problem. So first we need to understand what do you need in order for you to actually make a sale.

There are three main components that come in to making a sale, okay? One is your offer. Offer is pretty much what you sell, your distribution, who you sell to, and sales, how you sell to them. So one of the most common things that keep happening in India is the burdens on the salesperson to be able to generate revenue and not on the rest of the ecosystem that needs to support it.

Like if a company is not making revenue, the first people that get fired are salespeople. But this is the last component of the three. If your first two are not operating at the level that it needs to operate on, the third cannot. A great salesman with a mediocre distribution, mediocre offer can do well. Oh, but that's all he can do. He can drive. So most founder led sales happen when these both are broken. But the moment they have a sales organization, it doesn't work anymore purely because your offer is not right and your distribution is not right.