Tip — Day 269
A buyer pauses your demo: “We bought something like this last year. Nobody used it.” Ask what caused the low adoption: “What kept the team from using it last time?” Low adoption describes the outcome, not the cause. Their answer helps you judge whether your solution addresses the underlying obstacle—or whether this purchase could repeat the disappointment. 🎯 Try this today: Pick one deal where a buyer mentioned a failed rollout and paste this question into your next-call notes.
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