Tailor Your Message

Overview

Strong sales solutions often stall not because the offer is wrong, but because follow-up messages don’t align with how buyers think and decide. Buyers disengage when communication feels generic, unclear, or misaligned with their priorities. This course helps close that gap by building a practical, repeatable approach to tailoring and improving follow-up communication. Tailor Your Message focuses on two essential skills. First, you’ll learn to diagnose a buyer’s communication and decision style using the DISC framework and apply those insights to write follow-up emails that are clear, relevant, and easy to evaluate. Second, you’ll learn how to assess and improve those messages using buyer feedback and a scoring rubric. The course reframes follow-ups as decision-support tools, not summaries or persuasion attempts. You’ll practice identifying buyer signals—especially for Analytical buyers—and translating them into concrete writing decisions around structure, tone, and evidence. Through Coach Dialogues, hands-on activities, and assessments, you’ll learn to tailor follow-ups, interpret buyer feedback, and make focused improvements. By the end, you’ll be able to craft aligned follow-up emails, evaluate their effectiveness objectively, and continuously refine your approach to support clearer, faster buyer decisions.

Syllabus

Diagnose the Buyer and Tailor the Message

In this lesson, learners practice identifying DISC communication signals from a buyer conversation and applying that insight to craft a targeted follow-up email. The focus is on translating buyer behavior into practical messaging decisions that increase clarity, relevance, and engagement. A critical component is understanding the importance of asking relevant questions with any clarifying follow-up questions, and honing listening skills to learn to diagnose DISC personalities

Evaluate and Improve Message Alignment

In this lesson, learners move from message delivery to evaluation and improvement. They practice interpreting buyer feedback, applying a rubric to score clarity and relevance, and deciding how to revise follow-up messages to improve alignment and outcomes over time.