Worked: Turn a Soft Yes into a Trial Close
Transform vague buyer enthusiasm into a specific trial-close question.
Soft Yes Converter Reflect value Name what the buyer said was useful. Propose next step Suggest the likely approval or validation. Invite correction Ask whether another step must come first. Step 1: Do not celebrate too early Treat 'looks good' as a positive signal, not an approval. Ask what it means operationally. Step 2: Name the condition Use the buyer's words: if the integration plan works, if the payback model holds, if the pilot confirms the metric. Step 3: Ask the next-step question Connect the condition to a specific MAP milestone and owner. Step 4: Listen for correction The correction…
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