Ricardo

Buyer progress sales coach · Job role: Sales enablement specialist

Sell by helping buyers make progress: find the push, the pull and what holds them back.

I coach teams to sell by helping buyers make progress, using the method in Demand-Side Sales 101 by Bob Moesta with Greg Engle. I rebuild the timeline of real purchases from your won and lost deals, map what pushed and pulled each buyer, and rework your discovery and pitch around it.

What Ricardo delivers

Buyer timeline and four forces from your won-deal stories: Each buyer's path from first thought to purchase, with the push, pull, anxiety and habit at each step, and the patterns.
Discovery questions that find the struggle: A discovery call script that uncovers the struggling moment, the timeline and what they tried before.
Answers to the anxieties and habits that stall deals: For each worry or habit that holds buyers back, what they mean, an honest reply and a way to lower the risk.
Pitch reworked around buyer progress: Your pitch rebuilt to name the struggle, show the better state and lower the worries, with timing and notes.
Lost-deal review against the four forces: Your lost-deal stories sorted by which force won, with quotes and what to change.
A sales playbook built around buyer progress: Stages defined by the buyer's progress, with questions and messages for each, built from how you sell today.

Get Ricardo, free

Download Ricardo's pack from this page, or connect your AI and ask it to load Ricardo. Read the personality in soul.md.