Field Guides
Twelve situations that decide deals, written out properly.
Each guide covers one moment in a sale: what is actually happening, why the buyer behaves that way, the steps that work, the words to use, and the mistakes that cost the deal. No theory for its own sake. Read one before the call it applies to.
- How to Handle “It's Too Expensive” Without Dropping Your PriceWhy price objections are almost never about price, and what to ask instead of discounting.
- What to Do When a Prospect Says They're Happy With Their Current VendorHow to find the gap in an incumbent relationship without attacking the buyer's own decision.
- “Just Send Me Some Information” - How to Turn a Brush-Off Into a MeetingAttach a question to every send, and trade the document for a specific next date.
- “I Need to Think About It” - Finding the Real HesitationSurface the specific unresolved question behind the stall instead of chasing a vague maybe.
- “Call Me Back Next Quarter” - How to Test a Timing ObjectionSeparate a genuine calendar constraint from a polite exit, and book something that actually holds.
- How to Follow Up Without Being AnnoyingA follow-up system built on giving something, not asking whether they have decided yet.
- Discovery Questions That Open Real ConversationsHow to run discovery that makes buyers think, rather than collecting facts for your CRM.
- What to Do When a Prospect Goes SilentHow to read silence correctly and re-open a dead thread without chasing or pleading.
- Negotiating Without Giving Away DiscountsHold your number by trading structure instead of price, and never concede without getting something.
- Closing Without Pressure: Asking So the Answer Is RealAsk for the decision in a way that makes both a clean yes and a clean no available.
- Cold Outreach That Actually Gets RepliesWrite cold outreach that earns a reply through relevance and brevity, not tricks.
- Asking for Referrals Without It Feeling AwkwardAsk at the right moment, for a specific person, in a way that costs your customer nothing.