We explore why consumer buyers fear missing out while business buyers fear being wrong, and how that single difference changes pace, questions, and language. We show how adaptability beats scripts and share simple checks to rescue a stalling deal.
• limits of scripts and the need for tactics
• differences between B2C emotion and B2B risk
• career protection and consensus in business buying
• FOMO vs fear of being wrong as core drivers
• when to use energy, speed, and confidence
• when to use calm, clarity, and patience
• mapping stakeholders and decision paths
• calibrating language and using DISC
• diagnosing mindset mismatches when deals stall
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Graham Elliott
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