Grab Your Copy of the Playbook at:
👉 www.caleblesa.com/playbook-v1

If you would like help with your sales, watch this quick video:
👉 https://caleblesa.com/playbook-vsl

Most sales reps sell the way they want to sell, not the way buyers actually make decisions.
This episode flips that.

Today we break down a simple but powerful idea: sell the way your customers buy.
Not the way gurus tell you to sell. Not the way high ticket bros push. The way real human beings make decisions.

And the moment you understand this, your close rate goes up, objections come down, and your calls feel a lot easier.

Here is what we cover inside the episode:

The problem with one size fits all sales processes:
Most sales scripts assume that everyone buys the same way.
They do not.

So when a prospect does not fit the process, reps label them as:

Not committed
Low intent
Lacking belief
Needing identity work

When in reality, the rep is forcing a buying style that does not match the person in front of them.

Why guru selling only works for gurus:
A lot of the modern “authority based” selling you see online only works because:

The guru has a massive personal brand
The buyer already trusts them
The buyer already feels influenced by their authority

This is human behavior 101.
People shrink themselves in the presence of authority.

But if you do not have that level of authority, modeling their approach will make you feel like something is wrong with you.

There is nothing wrong with you.
You are just copying a sales style that was never designed for normal humans.

The real question is how this prospect makes decisions:
This is where the episode pivots into the real magic.

We look at:

The buyer’s motive
Their internal process
Their problem
Their goal
Their preferred modality
What they need to feel safe
What they need to make a decision today

When a prospect feels deeply understood, they open up.
And once they open up, selling becomes easy.

The three and a half decision making strategies:
Inside the episode, I break down each buying strategy in depth.

1. Automatic decision makers (two types):
   These buyers decide on the spot.
   But they split into two categories:

Automatic with what criteria
Automatic with who criteria

What = goal driven.
Who = social proof driven.

When you understand which one you are speaking to, you know whether to focus on the steps or the social proof.

1. Period of time decision makers:
   These buyers need emotional processing time.
   They need reassurance, reliability, reputation and breathing room.

Push them and you trigger buyer’s remorse.
Support them and they become incredible long term clients.

1. Multiple time decision makers:
   The hardest group to sell.
   High risk averse.
   Detail oriented.
   Logical.
   Skeptical.

But when they buy, they never leave because no one else caters to their process.

Traditional sales training completely ignores these people, which is why reps miss three to four sales every month without realizing it.

Why understanding decision strategies changes everything:
This episode shows you:

Why scripts fail
Why pressure breaks trust
Why objection handling is often unnecessary
Why you cannot rush emotional buyers
Why you must displace the sale with multiple time buyers
Why real sales comes down to understanding the person in front of you

Sell the way people buy, not the way you wish they bought.

Want to go deeper:
The full breakdown of the 4 Buyer Personalities is inside the Playbook.

Grab Your Copy of the Playbook at:
👉 www.caleblesa.com/playbook-v1

Or watch the VSL here to see how the entire system fits together:
👉 https://caleblesa.com/playbook-vsl