Worksheet 18: Sales Journey Optimisation

Clarifying and Strengthening the Path From Interest to “Yes”

Purpose of This Worksheet:
In the Business Tree Model, fruit represents sales — the moment someone takes a bite and chooses to work with you. A healthy tree doesn't just grow leaves and flowers; it supports a sales journey that is clear, nourishing, and sustainable.

Use this worksheet to:

  • Map out how your clients move from interest to purchase

  • Spot confusion, friction, or missed opportunities

  • Make it easier for people to say yes

Instructions (Step-by-Step):

Step 1: Sketch Your Current Sales Journey

🟩 Prompt:
How do people go from hearing about you to becoming a paying client?

StageWhat HappensNotes or Tools UsedFirst contactNurture / relationshipDiscovery / sales callOffer presentedPurchaseOnboarding

✎ Fill in each step of the process as it currently works.

Step 2: Evaluate Clarity + Ease

🟩 Prompt:

  • Is it obvious how someone can work with you?

  • Is your offer clear?

  • Do they have to jump through hoops?

  • Do they get confused or ghost you?

✎ Write notes on anything that feels unclear or clunky:
[Blank space]

Step 3: Reflect on Conversion Points

🟩 Prompt:
What tends to make someone say “yes”?
What tends to make someone hesitate or stall?

✎ Write your thoughts on key decision points:
[Blank space]

Step 4: Simplify + Strengthen

🟩 Prompt:
What would make your sales journey easier or more magnetic?

📌 Examples:

  • A clear “Work With Me” page

  • Better follow-up after discovery calls

  • A pre-call email sequence

  • Simplified payment link

✎ List 1–2 upgrades or experiments to try:
[Blank space]

Step 5: Onboarding Review

🟩 Prompt:
What happens after someone says yes?
Does it feel smooth, professional, and supportive?

✎ List current steps + any gaps:
[Blank space]

Final Prompt:
What’s one change you can make this week to improve your sales journey?

✎ Write your commitment:
[Blank space]