8 Elements of Sales Choreography: Turn That 'Maybe' Into a 'Yes'

Описание: Sales doesn’t move in straight lines—and treating it like a rigid process is one of the fastest ways to stall deals.

In this episode of Breaking BizDev, John Tyreman and Mark Wainwright revisit and expand on a core concept from their Create–Choreograph–Contract framework: sales choreography. Rather than focusing on stages and checklists, this conversation breaks down the behaviors that consistently move opportunities from “maybe” to contract.

You’ll learn the eight elements of choreography that are fully within your control as a seller, including:

1. Curiosity and inquiry
2. Maintaining low self-orientation
3. Seeking and building real understanding
4. Staying focused on results
5. Why synchronous conversations outperform email
6. Mirroring and reflecting to build trust
7. Gaining permission at every step
8. Guiding, confirming, advancing, and connecting the process

This episode is especially relevant for doer-sellers and professional services leaders who want to build trust, avoid sales stagnation, and create forward momentum without feeling pushy or transactional.

If your sales process feels ambiguous—or overly dependent on buyer timing—this conversation will give you practical tools you can apply immediately.

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Chapters:
00:00 Welcome
02:22 The Eight Elements
04:12 Curiosity and Inquiry
06:07 Low Self-Orientation
09:36 Seeking and Building Understanding
11:22 Focusing on Results
13:42 Synchronous Conversations
17:57 Mirroring + Reflecting
20:22 Seeking and Gaining Permission
23:23 Guiding, Confirming, Advancing, Connecting
23:53 Guiding
24:43 Pushy Salesperson
25:41 Confirming
26:36 Advancing
27:09 Connecting
28:54 Conclusion