In 30 seconds
The Problem: In buying committee meetings, sales professionals instinctively focus on the engaged, enthusiastic stakeholders and avoid the quiet, sceptical ones. That sceptic – the operational manager whose team will live with your solution – goes unheard in the room, then kills the deal the moment you leave.
The Shift: Managing a room means managing the whole room, especially the people who are not nodding. Unvoiced risk does not disappear; it reappears later, without you there to address it.
The Solution: Draw out the sceptic directly, validate their concern without defending, and give them a meaningful role in the evaluation process. That is how you convert a Silent Assassin into an ally.
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