What hesitations do you anticipate might come up?

Towards the end of a demo, your prospect may say something along the lines of, “This looks great, I just need to take this back to the team to get their thoughts.” When this comes up, a good question to ask is, “What hesitations do you anticipate might come up with the team?”

The prospect’s answer will usually reveal potential objections and because you asked this while still on the phone, you will have the opportunity to overcome them before they come up in the team meeting and arm your prospect (champion) with the best response. This can significantly improve the likelihood of the prospect being able to sell your solution internally.

If you don’t ask this question, you will hear about the hesitations after the meeting where you will be playing defense. This question can also reveal what the prospects own hesitations might be and will give you an opportunity to address them while you still have the time on the call.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s