Section 9 of 21 · Decision Book p.20–22
9. Buyer Psychology & Sales Method
The website strategist reads the buyer and adapts: who they are, how much to ask, when to teach and when to stop and book. The sales method is set in DMA's approved instructions and recomputed from the conversation's signals every turn.
What we built for this section
- Six buyer types recorded every turn, each with its own approach.
- Code-decided booking criteria, so questions stop the moment someone is ready.
- Consultative selling by default, with a short BANT-lite qualification scored by code.
- A method chosen every turn from the chat's signals; the fuller rule set is being finished for Phase 1.
The 7 capabilities, in the book's order
| No. | Capability | Book page | Phase | Autonomy | Status |
|---|---|---|---|---|---|
| 9.1 | Detect buyer typeRecognise an urgent buyer, a skeptic, a researcher, a price shopper or an executive who wants it short. | p.20 | Phase 1 | L4 · Autonomous | Built in the POC |
| 9.2 | Know when to stop asking questionsMove to the meeting as soon as someone is clearly qualified and ready. | p.21 | Phase 1 | L4 · Autonomous | Built in the POC |
| 9.3 | Challenger-style insightTeach the prospect something that changes how they see their problem. | p.21 | Phase 1 | L4 · Autonomous | Built — needs DMA's data |
| 9.4 | MEDDIC for big dealsFor big opportunities, quietly track the economic buyer, the metrics, the pain, the decision process and the competition. | p.21 | Phase 2 | L2 · Prepare, then wait for approval | Designed for Phase 2 |
| 9.5 | BANT-lite for smaller dealsUse a shorter qualification for smaller and local prospects. | p.21 | Phase 1 | L4 · Autonomous | Built in the POC |
| 9.6 | Consultative selling by defaultUnderstand, explain, prescribe, then close: the posture of a diagnostician. | p.21 | Phase 1 | L4 · Autonomous | Built in the POC |
| 9.7 | Dynamic Sales Methodology OrchestrationChoose and blend consultative, Sandler, Challenger and BANT-lite selling from the signals in the conversation, and change approach as new evidence appears. | p.22 | Phase 1 | L3 · Act within rules | Partly built — finishing in Phase 1 |