💡 Tip — Day 200
A buyer finishes the final demo, then asks to speak with one more customer “before deciding.” The reference may be genuine diligence—or another step with no commitment attached. Tie the request to the decision it should unlock: “Happy to arrange that. If the reference confirms [specific concern], will you be ready to move forward with the agreement?” This clarifies whether the reference is the final condition or another blocker still needs daylight. 🎯 Try this today: For one late-stage deal, fill in the concern and paste this question into your call notes.
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