Prepare a Walk-Away Line for Bad-Fit Calls
Use BATNA thinking to disqualify professionally.
The current call asset is seller-centered: it names the company and product but gives the buyer no reason to care now. BATNA / principled negotiation (Harvard PON) The common trap is making the message sound complete to the seller instead of useful to the buyer. A long list of capabilities can still leave the buyer unsure why the call matters. Step 1 Name a trigger the buyer would recognize: hiring growth, renewal timing, missed demo, compliance deadline, or recent expansion. A trigger earns attention because it proves the call is connected to the buyer's world. Step 2 Tie the trigger…
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