VIVID / LAYER 3
LAYER 3
IN PRACTICE.
Articles and worked examples connected to Layer 3. Follow the idea into a real selling situation, then choose one skill to try.
7 articles
View articlesBrowse the seven VIVID layers
Layer 3
Explore layer 3.
401(k) Rollover Conversations: Goals, Obstacles, and a Clear Recap
Two diagnostic questions help an advisor understand the person’s goals and unresolved questions before a careful comparison of 401(k) rollover options.
Read the article IndustryA Test Drive That Helps the Buyer Decide
Use three moments—before, during and after the drive—to connect a vehicle to the buyer’s own criteria, then discuss practical next steps plainly.
Read the article IndustryDistressed-Property Seller Calls: Clarify Terms Before Asking for a Decision
A seller-led acquisition call clarifies the owner’s priorities, offer assumptions, timing and alternatives without treating personal circumstances as leverage.
Read the article DiscoverySandler, Challenger and SPIN in a Multi-Stakeholder Deal
Keep the useful questions, process agreements and commercial insight from established sales methods, then help the buyer carry an accurate case to colleagues.
Read the article FrameworkThe Four VIVID Buyer Types: Commander, Visionary, Analyst and Guardian
Read decision speed and decision driver, then calibrate questions, evidence and pace for Commander, Visionary, Analyst and Guardian buyers.
Read the article DiscoveryThe Seven Strategic Question Types for Sales Discovery
Use Easy, Tough, Direct, OR, Clarifying, Loose-Thread Pulls and Confused-Skeptic questions with a worked discovery dialogue and practical drill.
Read the article FrameworkWhat Type of Salesperson Are You? Six Patterns for Practice
Explore six seller habits through the VIVID layers and use the quiz as a reflection prompt to choose a specific conversation skill to practice.
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Read the VIVID framework, then choose a conversation where you can apply one idea.