Understand the concept
Open with the buyer's current process and goals.
Teaching action
Ask the learner to restate the principle using their own example.
Loading page
Veteran owned · American made · Honor · Serve · Inspire
Loading page
MARKETING & SALES / BEGINNER / INSTRUCTOR
Outcome: Run a needs conversation without leading the buyer.
Review edition: This curriculum is open for inspection. It is not yet available for purchase, credentialing, or unsupervised instruction. Coach against pressure tactics.
Open with the buyer's current process and goals.
Ask the learner to restate the principle using their own example.
Ask for a recent concrete example of the problem.
Work one case together and narrate the decision at each step.
Clarify buying authority, timing, budget, and constraints.
Give the learner a new case; observe the process before offering a correction.
Summarize what you heard and agree on a next action.
Request an independent explanation and ask which assumptions might change the result.
Role-play a meeting with a retail buyer.
Demonstrate neutral questions, a recap, and a documented next step.
Accept a written, spoken, or accessible equivalent response when it demonstrates the same skill. Mark each criterion met, developing, or missing; never mark attendance alone as competency.
Primary source to review: Official topic guidance ↗
Content review: Coach against pressure tactics.