Will you push back?

Challenging your customer means you push them to think different than what they expected.

In some sort of way, it’s about killing the deal early. It’s for them to make the business case for you to help.

Might sound like this:

“Sure. I understand. Would you let me push back on this? —- What about…“

If there are red flags at this stage, you’re dodging a bullet.

Red flags can look like:

• Why so many questions? You’re being difficult.
• Just send me your quote/proposal.
• Your price is too high.
• I can go to your competitor.
• Your competition is 20% cheaper than you.
• Just do what I say. This is what I need.
• Give me a discount now, and if I like it, I’ll bring you more projects.

If you don’t get to push them back, your leverage on making certain decisions based on your recommendations will be low.