Author of The Secret Scrolls of Supremacy
Author of From Broke at 67 on the Pension to Financially Free in 12 Months
Co-author of How the Rich Achieve Real-World Asset Protection in Australia
Author of Blueprint for Making Millions (Morgan James Publishing, New York)
Author of How Smart Operators Survive When the Money Stops and the Bills Don’t
Dan Cavalli left school in Year 8 and spent the next five years as a sugar cane farmer, working alongside his father on the family plantation. As an adult, he went back to study TAFE courses and the Queensland Enterprise Workshop held at the University of Queensland. No degree, no diploma, no certificate worth framing. What he has instead is a record, and it starts with a confession most experts won’t make.
He came to sales late, and he wasn’t a natural. By his own telling he started out gullible, bought every course and product going and spent thousands of dollars staring at a screen working for others and waiting for their business to take off. Everything he tried was either too hard to follow or too expensive to sustain.
So he set about learning from the only teachers worth having: people who’d started with nothing and built something. He condensed everything they knew and everything he tested himself into step-by-step systems anyone could follow. Then he quit working for others and put those systems on the line with his own money and started better businesses. Through trial and error, what he finally worked out were the skills none of the courses taught.
In 1995 he started a new business with his hard-won know-how and new skills with a partner. It was a telecommunications business from scratch, selling to residential, small and medium businesses. He wrote the sales course himself before the first recruit walked in. He designed the sales presentation, wrote the salesperson’s contract, placed the advertising, ran the interviews and trained the first 5 salespeople personally. Month 4, the business turned over $75,000. Month 5, $225,000. Month 6, $390,000. Inside 18 months it had grown into an organisation turning over $140 million. What he learned finally worked.
A colleague told him anyone with a bit of luck could do that if everything fell into their lap. It’s the kind of remark that would make most people angry, because it brushed aside everything he’d learned. Dan sold his share of the business instead and started another one to settle the question in his mind once and for all. The second business passed $10 million in short order and increased month by month. His best single month across his ventures ran to $18 million in gross revenue. Luck doesn’t repeat on demand. Method does, and by then the method was written down.
That last point matters more than the money. From the first week of his first successful business, everything Dan did in selling was documented, tested, corrected and documented again. His own personal profile in the book lists his favourite part of the job, and it isn’t closing deals or banking cheques. It’s the documentation of policies and systems. The money came from selling. The scale came from writing selling down so other people could do it.
A salesman sells. A sales trainer multiplies. Dan’s trade, before and during the businesses, was training, studied formally and proved in the field, and the numbers behind it are on the record in Blueprint for Making Millions.
In the first year and a half of his telecommunications business, Dan trained approximately 2,000 salespeople throughout Australia. At the peak he was personally running training courses of up to 40 people every single week in his hometown. Out of those courses came a permanent core of about 130 full-time career salespeople whose teams produced the majority of the company’s business, the engine room of the $140 million.
The course itself was a three-day intensive he designed from the ground up, classroom work first, then out into the field where each trainee sold real products to real customers under the supervision of a qualified salesperson and team leader. No role plays, no certificates for attendance. You passed by selling. The course became so highly regarded in the industry that he could charge for it, with the fee credited back to anyone who passed and joined the company. Charging for it was deliberate, it filtered out the curious and kept the serious, and it meant the people he trained had skin in the game from day one.
His recruiting was its own piece of selling. To keep the courses full he went to the people every other employer overlooked, the unemployed and the career changers, with a straight offer: pass the course and we promise you a job. It worked, in his words, like magic. He was selling a future to people nobody else would back and then training them well enough to deliver it. Turning a raw beginner into a performing sales representative inside a few months was not the exception in his system. It was the design.
When one man couldn’t train fast enough for the growth, he did what he’d done with everything else: he wrote it down. He laid out his entire teaching method as policy and procedure, trained a group of protégés in it, and handed them the training nationally. He called it the Train the Trainers Program, and it was running while the company was only halfway through the 18 months that produced the $140 million. His performance in training and coaching salespeople and sales teams earned him numerous awards, and the strategies and training programs he later developed for other companies did the same job at company scale, turning their enthusiastic beginners into successful sales representatives in months.
Everything above ran on named, documented, teachable systems, all of them laid out in the book. The GO System, his personal lead generation plan, duplicated by salespeople across their own teams precisely because it was written to be duplicated. The MOGUL and A-DNA for qualifying and working prospects. The Lead Nurturing Plan for keeping a pipeline warm until it paid. A dealer promotion path that kept hundreds of self-employed salespeople selling and advancing without blowing out overheads. An eCourse built so interstate salespeople could be trained to the same standard without Dan in the room. None of these were bought in. He built them, ran them, fixed them where they broke and kept what survived contact with real customers.
There are plenty of good salespeople. There are far fewer who can take what they do and write it down so precisely that a stranger can pick it up and get the same result. That second skill, not the first, is what a sales track and worksheet lives or dies on, and it happens to be the skill Dan’s whole record is built from. He has done this exact job before, repeatedly, with money on the outcome: wrote the course before the first hire, systemised his own selling into the GO System and its companions, converted his teaching into policy and procedure, and trained trainers off the documents alone. 2,000 people learned to sell from material he wrote. The businesses those documents built did the rest of the talking.
Blueprint for Making Millions put the business building half of that record on paper, published in New York with an introduction by Mike Litman, best-selling author of Conversations with Millionaires. The selling half, the track he actually ran in the room, on the phone and across the counter, stayed in his working files. Until now.
The Supreme Sales Track and its companion Design and Work Sheet are that selling half. This is the tool Dan has used inside every business he has built and every growth plan he has run, from the first 5 recruits in 1995 to the plans he works on today. 31 steps in the order he uses them, each explained in plain English, each carrying a lever of human decision making that the powerful have always known, and a worksheet that does what his best training always did: it makes you write your own words, for your own product or service, under every step, until you hold a word-for-word sales track you can learn by rote and run under pressure. Whether you’re selling an idea, a product or a service, the track is the same one that filled training rooms of 40 a week, built a force of 130 career salespeople and carried a start-up to $140 million in 18 months. It isn’t a summary of other people’s research. It’s the working document behind the numbers below.
Author of The Secret Scrolls of Supremacy
Author of From Broke at 67 on the Pension to Financially Free in 12 Months
Co-author of How the Rich Achieve Real-World Asset Protection in Australia
Author of Blueprint for Making Millions (Morgan James Publishing, New York)
Author of How Smart Operators Survive When the Money Stops and the Bills Don’t
He doesn’t claim to be a member of the top class of salespeople in the world.
However, he has shown you the numbers so you can make up your own mind.
