Buyer Brain

The judgment lives in one head

Founders whose know-how runs the business. Their team waits, or guesses.
Names the handoff
“And what I want to do is I want to reduce the need for questions internally.”
Founder, medical marketing agency
Wants to stay the one who decides
“I want my job to be supervision, to look at what is presented to me and give it the okay”
Owner, waste brokerage
Can’t write it down
“that’s not something I know how to even put into a document to make that an SOP.”
Member experience lead, health company
Who bought5 bought, 1 lostSay first: where a person still reviews it

Your buyers already told you.

Drop in your sales calls. Get back what your buyers are really buying, in their own words, and what to say on the next call.

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Read from what they said, not what you think.

You  it's the hardest part I swear is the context.

Buyer  as I've come on board and built the member experience team, it it it looks completely different than it ever existed before.

Buyer  So a lot of the parameters and the decision making in the moment when it comes to re refunding members when it comes to how we handle process none of that is documented. but that's not something I know how to even put into a document to make that an SOP.

Can’t write it down · Member experience lead, health company · 31:31

See who bought, and what they came for.

The team acts without waiting on you
“he doesn’t have to wait for anybody.”
The report runs itself
“consolidate into a report that’s autogenerated to the team every day”
Hear about it while you can still fix it
“If that check doesn’t show up in the next seven days, we need to be notified again.”
What’s in the owner’s head, built into the work
“so it’ll capture all of those in my head moments”
Stand out when everyone’s work looks the same
“because it’s all gonna look the same after wow.”
boughtstalled or lostnever a sale

Who's on your next call?

When they talk about their team, which is closer?
Their plate opens here

Every call you add changes the guide.

  1. NewFive jobs found in what buyers said they want. Each gets its own page in your copy.
  2. HoldingNo competitor shows the work on the buyer’s own case before the first paid step. Checked again after two more sites were read.
  3. Weaker“Hours back” dropped as a headline: competitors already lead with it, and no test reader put it in their top two.
  4. Set asideYour own team’s sessions moved out of the buyer calls. Their lines no longer shape any plate.

Then it writes what to say.

Your homepage, first line
The report someone pulls by hand every morning, done before they sit down.
Because a buyer said
“run this report for me on a daily basis because I'm tired of doing this every morning”
Member experience lead, health company · first call