Homework: Create Your Sales System, Run It Once

A sales system that lives in a file but has never been used in a conversation is not a system

This homework asks you to build it then run it once for real.

What You Are Building

A completed SALES.md with all sections filled in. One piece of cold outreach sent to a real prospect. One discovery call run whether with a real client or in practice. And one proposal written from call notes.

Part 1: Complete SALES.md

Work through each section using the Claude prompts from each lesson.

What I Sell: For each service you offer, write the one-paragraph offer description from the positioning lesson. Read each one out loud. Does it name a specific problem? Does it say what they actually get? Edit until it passes that test.

Pricing: Write your prices. All of them. If you do not have prices, write the number you would say if a prospect asked you right now. Run the pricing prompt to pressure-test them. Build your three-package structure.

Qualification Questions: Write your four qualification questions in your own voice. They should sound like something you would actually ask and not like a template.

Discovery Call Questions: Write your six discovery questions in order. Read them aloud in sequence. Do they flow like a conversation or do they feel like a form? Adjust until they feel natural.

Objections and Responses: Run the objection preparation prompt from the objections lesson with your specific context. Save your responses for all five common objections. For each one make sure you have the question you ask first before you give the response.

Follow-Up Sequence: Add the sequence from the follow-up lesson with your timing and your written version of each message type.

Part 2: Send One Piece of Cold Outreach

Find one real prospect this week, someone you genuinely believe could benefit from what you do.

Run the qualification check first. If they pass, write the outreach using the cold outreach prompt covering a LinkedIn DM or cold email with a specific observation, a relevant problem, and one small ask.

Send it. Not save it as a draft. Send it.

The point is not to close a deal from this one message. The point is to run the outreach process once for real so you know what it feels like.

Part 3: Run a Discovery Call

Book one discovery call this week. It can be a real prospect who responded to your outreach, someone from the community who volunteers to play the prospect role, or a past client you check in with where you run the questions as if scoping a new project.

Before the call run the preparation prompt from the discovery call lesson.

During the call run the six questions in order. Take rough notes. Do not try to pitch or close. Just understand.

After the call run the post-call summary prompt within 30 minutes. Save the summary.

Part 4: Write One Proposal

Take the discovery call summary from Part 3 and run the proposal writing prompt from the proposals lesson.

Read the output and check four things. Does the Situation section use their words and not yours? Does the Deliverables section list something specific enough that you could both agree whether it was delivered? Is the price clearly stated and not buried or softened? Does the Next Steps section tell them exactly what to do to say yes?

Edit anything that fails those tests. The finished proposal does not need to be sent to a real prospect but it should be real enough that you could send it.

Part 5: Post in the Community

Once you have completed Parts 1 through 4, go to the Claude Code and Codex Mastery community and create a post titled "Sales with Claude — Homework Done." Share three things: your one-paragraph offer description for your main service, the one objection you are most nervous about and what you would now say, and one thing from the discovery call whether practice or real that surprised you, specifically something they said that you would not have expected.

The community posts from this homework are consistently useful because sales situations are specific. Seeing how someone else handled a real objection or question teaches more than any general advice.

Bonus: Go Further

Build a prospect list:

• Using @MARKETING.MD — help me build a list of 20 specific prospects I could reach
• out to this month.

My ideal prospect: [FROM MARKETING.MD]
Where they are likely to be found online: [COMMUNITIES, LINKEDIN, ETC.]
What signals tell me they have the problem I solve: [DESCRIBE THE TRIGGER]

For each prospect type give me:

1. Where to find them specifically — not just "LinkedIn" but what to search for
2. A qualification signal to look for before reaching out
3. The observation I would make in the first message

Write a referral ask:

• Using @MARKETING.MD and @SALES.MD — write a short referral request I could send
• to past clients.
• The clients I want to ask: [DESCRIBE THEM — good past clients, happy projects]

Write a message that:

• Acknowledges the past project briefly
• Asks directly whether they know anyone who might be dealing with [THE PROBLEM I SOLVE]
• Makes the referral easy by telling them what to say when they introduce me
• Does not offer an incentive — just asks like a human being
• Is under 100 words

You Are Ready for the Next Course

With a working sales system where content brings people to you, conversations convert them, proposals close deals, and onboarding starts projects well, you are ready to add the third channel.

Outbound Email with Claude adds proactive systematic outreach to people who have never heard of you. It takes the systems you built in Marketing and Sales and applies them at scale without needing to post daily or wait for inbound enquiries.

Move there when this system is running.