As mentioned in a few other chapters, no rep wants to be surrounded by negativity and told why the deal won’t happen. Bias your attitude towards the positive, tempered with reality. We often accuse Reps of having “happy ears” and only hearing and interpreting words from the customer that lead towards a deal. Your job is certainly to encourage that viewpoint and seek out the positives, balanced with anticipating issues to overcome. Pitching this to the sales side of the house as “preparation and planning” is better than “the competition is going to kill us with that new feature.”
