SGC CRM — How to Use It

The rule of the SGC CRM is simple: before you send a proposal, you must be able to answer four questions from the customer's own mouth.

• What is actually broken? Ask: "If you had to name the one thing that's really not working, what is it?"
• What is it costing them? Ask: "If this is exactly the same in twelve months, what does that cost you?"
• Who actually signs it off? Ask: "Besides yourself, who else would need to be happy before this goes ahead?"
• When does it need fixing? Ask: "When does this need sorting by?" then "And what's driving that date?"

Your daily rhythm: research the lead (3 min) → log what you found in the Qualification tab → call with your script → log objections in the Objections tab → move the lead a stage and leave one line in Chatter → on discovery, ask the four questions and type the answers in the same day.

Only when all four are filled in can you move the deal to Proposal. That is the whole system.