Day 233: A buyer says, “Approvals take too long,” then moves to the next…

💡 Tip — Day 233

A buyer says, “Approvals take too long,” then moves to the next agenda item. The phrase sounds important, but it’s still too abstract to support a business case. Bring the problem into one real event: “Walk me through the last time [problem] happened—from the first warning sign to the final consequence.” A specific example reveals the people, steps, and cost hidden inside a broad complaint. It also gives you the buyer’s language for the eventual proposal. 🎯 Try this today: Pick one broad pain from an active deal, fill in [problem], and add the question to your next-call notes.