E.107 - Buyer Coding: The 5 Love Languages That Close More Deals w/ Rich Patterson скачать в хорошем качестве

E.107 - Buyer Coding: The 5 Love Languages That Close More Deals w/ Rich Patterson

The old sales frameworks don’t fit today’s buyers. Want proof? Look at the quota attainment and sales cycle data. The market is heading for a cliff. The answer lies in the Psychology and Unlocking our Humanistic Unique Abilities. Get first access to Buyer Coding here: https://www.buyercoding.com/ In this episode of Making Revenue Tick - the Masterclass series from What Makes You Tick, friend of the pod Rich Patterson introduces Buyer Coding, a new psychology of selling that explains how people actually like to buy. Forget MEDDIC. Forget SPIN. Forget playbooks written for another era. This is about decoding your buyer’s mindset, and adapting your approach in real time. You’ll learn: What Buyer Coding is and why it’s redefining modern sales The 5 Buyer Codes: Analyzer, Defender, Validator, Visionary, and Closer How to identify each buyer type within minutes of a call Why traditional frameworks break down with complex, multi-threaded deals How Buyer Coding drives stronger connections, faster deals, and higher win rates Why the future of sales isn’t about scripts or tech, it’s about empathy, decoding, and alignment This conversation goes beyond tactics. It’s about evolving from process-driven selling to truly human, buyer-led growth. If you lead a sales team, run a startup, or sell into the enterprise - this episode will change how you think about every deal from here on. 🎧 What Makes You Tick - with Richard Washington Conversations with leaders who redefine how we hire, sell, and grow startups and scaleups in the AI era. About Rich Patterson: Sales strategist, leadership coach, and creator of the revolutionary Buyer Coding™ framework that has transformed how thousands of professionals approach sales psychology. With over 15 years of experience across Fortune 500 companies and startups, Rich discovered that every buyer operates from one of five distinct psychological profiles. This breakthrough led to the creation of the Buyer Coding™ framework. Rich Patterson:   / richhitsgoals   Check out Buyer Coding: https://www.buyercoding.com/ About Richard Washington Richard Washington is the host of Making Revenue Tick and a trusted authority for tech founders looking to hire and scale elite revenue teams. Known for his contrarian, practical approach, Richard helps startups avoid costly hiring mistakes, align GTM teams, and grow from early traction to sustained success. Follow Richard on LinkedIn:   / richwash   Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relati... Chapters: 0:00 – What Are Buyer Codes? Meet the Framework Changing Sales Forever 2:47 – Why Most Sales Teams Struggle With Ghosting and Stalled Deals 6:07 – What’s Changed in Sales Since TikTok (And Why Your Process Is Broken) 10:58 – The Fatal Flaw in Persona-Based Selling 13:25 – Why Most Sales Processes Fail (And Reps Don’t Use Them) 16:40 – Buyer Psychology vs. Sales Process: What Actually Closes Deals 20:53 – Multi-Threading in Complex Sales: How to Get It Right 23:48 – How to Build Real Champions (Not Just “Happy Ears”) 26:25 – Why Most Sales Calls Are Boring (And How Buyer Coding Fixes It) 30:22 – The 5 Buyer Codes Explained: Analyzer, Closer, Visionary & More 36:50 – How to Identify Buyer Codes and Tailor Every Pitch 40:55 – Using Buyer Coding Across Your Sales Team (And Making It Fun) 43:42 – How Buyer Coding Boosts Conversion by 5–8% (Or More) 47:01 – Aligning Sales and Marketing With Buyer Psychology 50:46 – Why AI Won’t Replace Human-Led Sales (But You’ll Need Both) 55:15 – Building a Coaching Culture With AI + Buyer Coding 58:00 – From Side Hustle to GTM Weapon: The Buyer Coding Launch Plan 1:02:31 – Final Thoughts: The Vision for Human-First, Buyer-Led Sales Follow the podcast to meet a new Virtual Mentor in Leadership every week. Right here on What Makes You Tick. ‪@WhatMakesYouTick‬ #BuyerCoding #SalesPsychology #ModernSelling #WhatMakesYouTick #GoToMarket #WMYT