VIVID / LAYER 6
LAYER 6
IN PRACTICE.
Articles and worked examples connected to Layer 6. Follow the idea into a real selling situation, then choose one skill to try.
9 articles
View articlesBrowse the seven VIVID layers
Layer 6
Explore layer 6.
“I Have Coverage Through Work”: What to Ask Next
A practical insurance conversation about employer coverage: respect the existing benefit, verify plan terms, and explore only the questions the person wants answered.
Read the article Objections“I Need to Talk to My Spouse”: The Absent-Party Protocol
Use VIVID’s Absent-Party Protocol to understand the buyer’s own view, prepare a useful shared decision and choose a joint conversation or accurate recap.
Read the article Objections“Send Me Some Information”: Turn the Request Into a Useful Next Step
Clarify the question, audience and evaluation behind an information request, then send a diagnostic recap that supports the buyer’s decision.
Read the article Objections“We’ll Get Back to You”: Four Kitchen-Table Questions to Clarify
When homeowners defer an in-home proposal, use a direct, respectful question to distinguish decision process, payment, trust and value concerns.
Read the article ObjectionsBuying Signals vs. Objections: Read the Question Before the Deal
Distinguish evaluation questions, unresolved resistance and explicit refusal, using buyer words, implementation detail and a worked VIVID response.
Read the article ObjectionsHow to Handle Price Objections Without Losing the Diagnosis
Diagnose price resistance through Surface Criteria, Mechanism Belief, Felt Outcome and Identity, then use scope, evidence and buyer-owned impact math.
Read the article ObjectionsThe Five-Step Objection Dissolution Framework
Use Absorb, Diagnose, Validate, Dissolve and Confirm to locate buyer resistance and respond with the right evidence, math or identity exploration.
Read the article ObjectionsThe Four Buyer-Psychology Layers Behind Sales Objections
Distinguish Surface Criteria, Mechanism Belief, Felt Outcome and Identity, then locate Money, Trust, Timing or Identity resistance before responding.
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.