Richard Harris™

By confirming the skeptic(s) as soon as possible. At the end of every sales call the most common thing is for the prospect to say, "Taking it back to the team". Well, who cares who the decision maker is on the team. We need to know the skeptic(s). So saying something like, "Hey I know you are going to take this to your team when this call is over. I am curious, who is usually the most skeptical person on the team? What are they skeptical about? What would they want to discuss/see if they were here for this conversation/demo, etc.?"