Most reps freeze. Others go into overdrive trying to convince the buyer they’re wrong. Neither works.

Because the moment you get defensive, you lose control of the conversation. And more importantly—you lose trust.

Let’s break down how the best reps respond to skepticism with confidence, curiosity, and control.

Most reps don’t lose deals because they lack confidence. Or because the product was wrong. They lose deals because they were too focused on delivering the perfect pitch. But today’s buyers are waiting to be understood.

Let’s break down why polished pitches fall flat, and how powerful questions can shift a deal’s direction.