Tailor Your Message

About this course

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.

Course objectives

• enhance follow-up communication skills
• reframe follow-ups as decision-support tools
• practice writing tailored messages for different buyer types