4E assumes that it is better to have gun processes than gun salespeople. Create templates to help control and standardise your sales process. This will allow you to measure and improve your processes. 

At a minimum try to create templates for the following:

• Planning / Research - prior to meeting with the prospect
  
• Understanding - drafting questions that should be asked at the initial meeting
• Draft proposal - a summary of alternatives discussed at the initial meeting along with alternative solutions
• Final proposal and presentation - The template should allow focus on clarity of message so that the proposal can be reviewed by others without confusion
• Negotiation - The template should be set clear negotiation limits
• Conclusion - A clear set of conclusion activities including a contract that is aligned with the agreement reached