Lesson 5 of 9
Narrow the pushback
8 min read
Six lines you'll hear from the three buyers in this course: the CFO, the procurement lead and the champion who can't sign. Answer each with one question and leave the defence out. Use their word, and narrow the line to the one thing behind it.
Respond to each line
Type your second question
A buyer pushes back. Reply with the one question you'd ask next.
6 lines · about 7 minThe buyer
The hard lines come at you one at a time. Answer the way you would in the room, and see straight away which answers would land.
Start drillOnly you see what you write here
If a second answer tells you there's no problem here, that's a result too. You've saved both of you a quarter.