anatomy of a live save
The deal Karim was about to talk himself out of.
Karim had the room, until the prospect asked the question that freezes every rep: “So what does this actually cost per seat?” His instinct, like always, was to blurt the number and brace.
✦ heidiDon't lead with price. Anchor the outcome she said she wanted, then quote, her trust just dipped. Karim caught it on screen, paused half a second, and re-anchored on the goal she'd mentioned earlier. The number landed soft instead of sharp.
Two minutes later she revealed the real blocker, a second stakeholder, and I flagged it before Karim could gloss past it. He offered to build that person's case on the spot. A call he'd have logged as “going nowhere” became a scheduled next step, live.
HeidiKarim closed it. I just made sure he didn't fumble the two seconds that decide it.