A useful question for your next conversation.
Ten original SalesCoach practice scripts. Adapt them to the buyer’s words and your actual offer; fill every placeholder with a confirmed fact.
Open discovery
When: Before recommending a solution.
Could you walk me through the last time this happened, what you tried, and what you would like to be different?
Try it: Ask one follow-up based on the answer, then summarize the problem in the buyer’s words.
Clarify a price concern
When: The buyer says the offer is expensive.
When you say expensive, is the concern the available budget, the expected value, implementation effort, or something else?
Try it: Wait for the answer. Respond to the specific concern before discussing scope or price.
Check readiness
When: You have explained a recommendation and need feedback.
How well does this address the problem you described? What feels unresolved?
Try it: Name the remaining issue without treating interest as commitment.
Benjamin Franklin balance sheet
When: The buyer needs to weigh benefits and concerns.
Would it help to write down the reasons to proceed and the reasons to pause? Which factor matters most, and what evidence would help you decide?
Try it: Add a third column for evidence or next action. Weight the factors; do not count them to force agreement.
Summarize the decision
When: The buyer needs a concise recap.
You wanted [confirmed outcome]. This scope includes [agreed work], costs [confirmed price], and requires [responsibilities]. We still need to resolve [open question]. What have I missed?
Try it: Check the summary with the buyer before asking whether they are ready to review an agreement.
Offer suitable choices
When: The buyer is ready and two options both fit.
Would [option A] or [option B] fit your priorities better, or do neither feel right?
Try it: Explain the trade-offs honestly and keep declining available.
Define a useful pilot
When: The buyer needs evidence before a larger decision.
Would a limited pilot help answer [buying question]? Let’s agree on the scope, cost, duration, success criteria, and what happens afterward.
Try it: Write the evaluation criteria before proposing the trial.
Confirm the next step
When: A positive conversation needs a specific action.
Would [action] help us resolve [uncertainty]? Who should participate, and what timing works for everyone?
Try it: Record the purpose, owner, agreed date, and open questions. Do not invent commitments.
Respect the timing
When: The buyer has a genuine competing priority.
What is taking priority, and would you like to revisit this after [buyer-relevant milestone]?
Try it: Confirm whether contact is wanted and honor the answer.
Recognize a poor fit
When: An essential need cannot be met.
Based on [specific mismatch], I don’t think this is the right fit today. Would a short summary of what we learned be useful?
Try it: Close outstanding promises and record what the experience taught you about targeting.