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Reader Companion

Reader companion

The VIVID Selling Operating System is in progress and new purchases are on hold. If you already have a copy or a REVEAL code, use these links to find relevant practice resources.

Reader diagnostic · about 4 min Take the Operator Maturity Diagnostic

Fifteen questions across all seven layers, with a scored operator review. This diagnostic requires the REVEAL reader code; the ten practice tools below are open to everyone.

Run the diagnostic →

Choose a practical next step

Free · 10 tools Use the open practice tools

Ten tools for reviewing real conversations, including the call map, question audit and COR card. They open without a code; save on your device, download a TXT copy or print to PDF.

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Essays and practice notes from Ian as the book and training develop. Check the publication for the latest issue.

Subscribe on Substack → $297 · Per industry Practise in your industry

Nine industry courses pair lessons, scenarios and practice labs with the situations sellers face at work. Each course is $297 with 365 days of access; the nine-course library is $497. Review the catalog and current availability before choosing.

See the courses →

Stuck on a specific layer? Jump here.

Layer 1 Internal State The Revealing Paradigm, Commission Breath, non-neediness and the book’s sixty-second reset. Layer 2 First Contact The First Seven Seconds, Anti-Sales Voice, relevant reason for contact and permission to continue. Layer 3 Diagnostic Seven Strategic Question Types, Question Stacking and VRP=C for understanding what the buyer means. Layer 4 VIVID Architecture Conversation phases and the five-movement presentation arc. Layer 5 Guided Persuasion Six core instruments and five modes for exploring how a remedy fits the buyer’s stated criteria. Layer 6 Objection Dissolution Money, Trust, Timing and Identity resistance; the five-step flow and the Absent-Party Protocol. Layer 7 The Observer Review your attention, state, and choices during and after a conversation. All 7 The full framework map One page covering the whole stack with links to every layer's detail page and its matching free tool.

Section-by-section resource map

Intro
The revealing paradigm: why convincing makes prospects pull away.
Read the post →
Layer 1
Internal State, non-neediness and the book’s sixty-second reset.
Commission Breath Audit →
Layer 2
Review five openings for Observation, Peer or Confusion architecture and the response received.
Cold Outreach Scorecard →
Layer 3
The seven book question types: Easy, Tough, Direct, OR, Clarifying, Loose-Thread Pulls and Confused-Skeptic.
Question Type Audit →
Layer 4
Conversation phases and the five-movement presentation arc.
VIVID Call Map →
Layer 5
Review real use of the six core Guided Persuasion instruments; select one appropriate practice.
GP Technique Inventory →
Layer 6
Record the buyer’s words, test a Money, Trust, Timing or Identity category and use the five-step flow.
Objection Dissolution Audit →
Layer 7
Dual awareness: how to watch yourself work.
Dual Awareness Reflection →
Buyer types
The book’s four buyer types—Commander, Visionary, Analyst and Guardian—on Decision Speed and Decision Driver. The Seller Type Quiz describes sellers, not these buyer types.
Buyer Type Card →
All layers
The Ten Master Principles as a practice card. Chapter 6’s writing principles are a different set.
Principles Cheat Card →

Got a REVEAL code?

Readers with a REVEAL code can open the 15-question Operator Maturity Diagnostic for a scored review across seven layers. The ten linked practice tools do not require a code.

Redeem your code →

Common reader questions

"Which chapter should I re-read first?" Use the diagnostic or one open tool to select a practice question. Revisit the relevant layer, then test the question in a real conversation.

"Is there a course for my industry?" See the nine industry courses. If your situation is not represented, start with the framework and open tools while you review the current catalog.

"Can I get you on a call?" Use [email protected] for account support or team questions. Response times depend on volume.

"Will there be a second book?" The newsletter shares notes and updates while the book is being written. Subscribe and you'll watch it develop.