Sarah asks what happens
when the internet goes down.
Answer the technical question without losing the conversation behind it.
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“Last time, customers couldn’t reach us on a Saturday. Our owner won’t accept that happening again.”
The concern behind the question
Illustrative Pro coaching example. Released cues show the buyer’s triggering words. Document names on cues and the source-inspection controls shown here are not available yet.
Evidence becomes an answer.
The answer opens a better question.
The source, your sales approach, and Sarah's own words each do a different job.
- Technical evidence
Say only what the source supports.
The example source says incoming extension calls can be routed to a backup number during an outage. The exact destination and each site's setup still need confirmation.
- Your Sales Guide
Keep the qualification. Then explore.
The sample Sales Guide prompt is simple: answer directly, keep the limitation, and ask what needs to stay available.
- Sarah's context
The feature question is not the whole concern.
Customers could not reach Northstar on a Saturday. Service continuity is what Sarah needs the rollout plan to protect.
Keep the context close.
Build the company, product, buyer, pain, and Sales Guide context that can shape a qualified suggestion in the moment.