HOW TO HANDLE THE I WANT TO THINK ABOUT IT OBJECTION
Summary
Host Brian Burns argues that B2B salespeople must act as "deal Sherpas" to overcome customer delays and false champions. He advises using urgency tactics like "you never know what will happen" to expose real obstacles and insists on engaging multiple stakeholders rather than relying on a single contact. The episode emphasizes guiding buyers through the entire procurement process to secure commitments, rather than passively waiting for decisions.
Topics discussed
Creating urgency to overcome customer delays
Surrounding the account instead of relying on one champion
The reality of false champions and buyer apathy
Acting as the deal Sherpa to guide the buying process
Podcast outro and course promotion details
Student testimonial on building personal rapport
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