I am not a good seller

Webinar with Rafael

Hey everyone, this is Allan. Today I want to talk about a webinar I watched and participated in, hosted by my friend Rafael. He’s a really good designer who runs his own company, providing design and branding services to other businesses. He’s not a freelancer like me, but we’ve known each other for four years. He started as a freelancer, so he’s a big inspiration for me, both as a friend and as a professional business owner. He’s not only skilled at design, but also at managing his business.

Creating Opportunities

One lesson Rafael shared that stuck with me is the importance of always creating opportunities for potential clients. It’s not just about trying to sell; when you create opportunities through different channels, you start to understand the problems people have and whether you can actually help them.

CRM Pipeline

I connected his idea to building a CRM pipeline of five to eight opportunities every day. For a small company that’s a solid target. I’m not even able to hit that number on my own right now, but it’s a good goal to aim for.

Spin Selling

I also linked this to the technique called SPIN selling. I’m not a good seller; I’m learning on my own because I’m stronger in the technical parts of my freelance work than in the behavioral, soft‑skill side. The SPIN selling framework makes the process clearer and easier for me to follow. What I like about it is that you first understand and name the client’s problem, and only after that do you try to solve it by offering your service. You’re not just taking money, you’re helping the client achieve a bigger outcome, and it feels fair that you get paid for that.

That’s basically it for today’s video. I just wanted to share the idea of SPIN selling that I connected from Rafael’s webinar. So that’s it.