8 Elements of Sales Choreography: Turn That 'Maybe' Into a 'Yes' скачать в хорошем качестве

8 Elements of Sales Choreography: Turn That 'Maybe' Into a 'Yes'

Sales doesn’t move in straight lines—and treating it like a rigid process is one of the fastest ways to stall deals. In this episode of Breaking BizDev, John Tyreman and Mark Wainwright revisit and expand on a core concept from their Create–Choreograph–Contract framework: sales choreography. Rather than focusing on stages and checklists, this conversation breaks down the behaviors that consistently move opportunities from “maybe” to contract. You’ll learn the eight elements of choreography that are fully within your control as a seller, including: 1. Curiosity and inquiry 2. Maintaining low self-orientation 3. Seeking and building real understanding 4. Staying focused on results 5. Why synchronous conversations outperform email 6. Mirroring and reflecting to build trust 7. Gaining permission at every step 8. Guiding, confirming, advancing, and connecting the process This episode is especially relevant for doer-sellers and professional services leaders who want to build trust, avoid sales stagnation, and create forward momentum without feeling pushy or transactional. If your sales process feels ambiguous—or overly dependent on buyer timing—this conversation will give you practical tools you can apply immediately. 🎧 Subscribe to Breaking BizDev for more conversations on modern business development for professional services firms. Chapters: 00:00 Welcome 02:22 The Eight Elements 04:12 Curiosity and Inquiry 06:07 Low Self-Orientation 09:36 Seeking and Building Understanding 11:22 Focusing on Results 13:42 Synchronous Conversations 17:57 Mirroring + Reflecting 20:22 Seeking and Gaining Permission 23:23 Guiding, Confirming, Advancing, Connecting 23:53 Guiding 24:43 Pushy Salesperson 25:41 Confirming 26:36 Advancing 27:09 Connecting 28:54 Conclusion