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"I love what I'm seeing, I think this can work for us. I just have to take this back to my boss."

Prospect: "I love what I'm seeing, I think this can work for us. I just have to take this back to my boss."

AE: "Great! I have a bit of a direct question, but I'm curious...if you were to take this back to your boss and they say no, what will happen?"

I personally have asked this question at the end of sales demos.

Creating a "future" environment of a deal in the present opens up a can of concerns.

It's easier to address concerns when you still have the prospect's attention.

2 reminders before you ask this question:

1. Soften the "blunt" question by saying you have a blunt question
2. Make sure the question is open ended

Try it on your next call.

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      Profile picture of Tess Brown
      @tessbrown
      ( 1.9k POINTS )
      1 month, 2 weeks ago

      Always love your posts, @mistamor!! This is a really interesting and thought provoking technique that I’m sure lots of AEs will be able to implement into their next calls! Thank you for sharing 🙂

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