Why Deals Stall Between the First Call and the Close
The lesson Sales Communication showed how to recognize a buyer's style and adjust your pitch. This lesson follows a whole deal: the discovery questions, the proposal, the objections, the follow-up and the close. Many deals stall in the middle, where the seller keeps selling the same way and the buyer's style needs something different at each step.
A buyer who leads with D loses interest when the process drags. A buyer who leads with I is enthusiastic in the first meeting and hard to reach a week later. A buyer who leads with S likes you and still needs time and reassurance before changing anything. A buyer who leads with C wants every claim backed up and will not be rushed. Many real deals also involve a buying group with several styles at once.
This lesson shows what each style needs at each step, how to handle the objections each style raises, and how to sell to a group whose members lead with different styles.
At every step of a deal, ask what this buyer's style needs to take the next step, and give them that.
Read the whole lesson
This lesson is one of the professional lessons included with WiredType Pro. The rest of it shows the discovery questions, the proposal, the follow-up and the close for each style of buyer, the objections each style raises and how to answer them, how to sell to a buying group with mixed styles, and practice scenes with feedback on every choice.
See what Pro includesWhat the full lesson covers
- Discovery questions for each buyer
- Proposals each style will read
- The objections each style raises
- Follow-up and the close
- Buying groups with mixed styles
- Practice: four scenes with feedback