Book in progress · Selected Chapter 1 excerpt
The VIVID Selling Operating System
VIVID treats selling as a skill you can study and practise. The book connects the seller’s state, the questions that reveal what matters, and the choices that help a buyer decide—with each layer building on the next.
Why make the system visible?
Sales advice often asks people to trust instinct. VIVID makes the choices beneath a conversation easier to notice and practise: what the buyer has said, what it may mean, and what would be useful to understand next.
Three ideas at the centre
Reveal what matters
Instead of carrying a conclusion into the room, use curiosity and precise questions to help the buyer explain their situation and reach a conclusion they can own.
Connect the layers
The seven layers form a progression, from the seller’s internal state and first contact through diagnosis, conversation architecture, guided persuasion, objections, and observation. What you learn earlier supports the choices that follow.
Notice, practise, review
The Observer brings attention to your own choices and the conversation as it unfolds. Practice turns an idea into a move you can try, review, and adapt in your work.
Continue with the work
Start with the selected Chapter 1 excerpt and sample lesson, then explore the framework, find an industry course for your work, or use the reader’s practice desk to choose an idea to try.
Read the selected excerpt · Explore the framework · Find an industry course · Open the reader’s practice desk
The book is in progress. New VIVID Selling System purchases are held while it is being finished.