Part Two: Advanced Scenarios Every Seller Must Master 

Sales rarely moves in a straight line. Even great conversations twist, stall, or shift direction without warning. The best sellers are not the ones who avoid challenges. They are the ones who know exactly what to say in the moment to keep the deal moving forward. 

Part One covered the fundamentals that shape consistent performance. Part Two goes deeper into the real world situations that derail deals, slow momentum, and challenge even seasoned professionals. These are the scenarios that separate good sellers from great ones. 

The techniques in this playbook come from years of coaching global sales teams at Nike, Disney, enterprise media companies, and fast scaling SaaS organizations where high dollar decisions, complex buying groups, and aggressive competition are the norm. Top performers succeed because they navigate tough moments with clarity, calm, and strategic precision. 

This guide gives you the exact words, reframes, and conversation patterns that advance deals when buyers hesitate, stall, or shift direction. Whether they bring up a competitor, delay the decision maker, rush the call, or question your credibility, you will know how to respond with confidence and control. 

If Part One taught you the foundation, Part Two teaches you the field craft. These advanced techniques will help you stand out, protect your time, and close deals that others lose. 

1. When the competitor comparison comes up 

What to say when they bring up another option or try to leverage you against someone else 

Competitor conversations used to make me tense early in my career. A buyer would say, “We are also talking to your competitor,” and I would instantly shift into defense mode. Over time I learned that competitor conversations are chances to stand out, not clash. 

Modern play: 
First, acknowledge the comparison. It calms the buyer and signals confidence. 
Then, shift away from whose features are better and center the conversation on alignment and outcomes. 

What to say: 
“I can see why you are comparing options. May I ask what you are hoping the winning solution will make easier for you in the next six months?” 

This moves the conversation away from a bidding war and back toward the buyer’s actual priorities. The competitor becomes background noise. You become the guide. 

2. When the decision maker is not on the call 

How to avoid wasting time and turn it into an opportunity 

Nothing drains momentum like a call where the true decision maker is missing. Many reps rush through anyway. Top performers turn this into a discovery advantage. 

Modern play: 
Make the person on the call the insider who helps you win the room you have not entered yet. 

What to say: 
“Before we loop in your decision maker, what do you think they will focus on the most when evaluating this?” 

They will give you the roadmap. Then: 

“What objections do you think they might raise so we can address them together?” 

You turn the contact into a champion and ensure the next meeting is set up for success. 

3. When the buyer is positive but non committal 

How to move from “This sounds great” to “Let’s get started.” 

A prospect who loves everything you say but never takes action can quietly drain a pipeline. 

Modern play: 
Give them a low friction next step that requires commitment but not risk. 

What to say: 
“I am glad this is resonating. The easiest next step is to complete the setup questionnaire. It takes about five minutes and lets us map everything correctly. Want to knock that out this week?” 

This moves them from enthusiasm to action. 

4. The “I need to run this by my team or partner” objection 

How to frame next steps so the deal does not die off the call 

This objection is often code for “I am not fully convinced yet.” Instead of pushing, guide. 

Modern play: 
Clarify what they want to share, and co create the message they plan to bring back. 

What to say: 
“Absolutely. What part of this will matter most to them? Let’s make sure you have a clear way to explain it.” 

Then help them summarize in a tight value statement. 
End with: 
“Would it be helpful if we set a time to regroup after you speak with them so we can address any new questions?” 

Commitment secured. 

5. When the prospect challenges your credibility 

A calm, confident way to reaffirm authority 

Occasionally a buyer tests you to see how you hold up under pressure. This is not an attack. It is an evaluation. 

Modern play: 
Do not defend. Clarify, ground, and redirect back to outcomes. 

What to say: 
“I appreciate the question. To give you complete confidence, here is exactly how we have solved this for similar clients.” 

Short, clear example. 
Then return to their goal: 
“Let’s talk through what success looks like for you so we can map the right fit.” 

Authority restored. 

6. When the prospect says “Just send me something” 

How to avoid getting brushed off and pivot into a real conversation 

This phrase sounds polite, but it is often a soft exit. 

Modern play: 
Turn it into a mini discovery moment. 

What to say: 
“I am happy to send something over. Just so I tailor it correctly, what were you hoping to learn from the material?” 

This question re opens the conversation and gives you insight into their real interest level. 

Follow with: 
“Based on that, we should also schedule a quick touchpoint once you look it over. Does tomorrow or Thursday work?” 

Now you are on their calendar. 

7. When the prospect says “We are too busy right now” 

A reframing that helps them see that now is the right time 

This is one of the most common stalls because it sounds reasonable. Busy people delay decisions. 

Modern play: 
Connect the problem to the busyness itself. 

What to say: 
“I hear you. Many teams we work with were in the same place. The reason they moved forward was that staying busy without the right system kept creating the same problems. Would you be open to exploring how we can reduce that load for you?” 

You attach urgency to the pain, not the pitch. 

8. When the buyer says “Email me the info” 

How to turn that into a conversation instead of a dead end 

This is usually a polite escape unless you redirect. 

Modern play: 
Clarify what they want and create a shared next step. 

What to say: 
“I can definitely email it. To make sure you get exactly what you need, which part is most important for you to understand right now?” 

Their answer reveals real intent. 
Then: 
“Perfect. I will send that and we can cover any remaining questions on a quick check in. What time tomorrow works best?” 

Email now becomes progress. 

9. When the prospect rushes the call or seems disinterested 

How to reset the energy and gain control 

Calls fall flat for many reasons: stress, distraction, or low buy in. Top reps reset momentum early. 

Modern play: 
Pause the script. Anchor back to value. 

What to say: 
“Before we go any further, I want to make sure we are focusing on what matters most to you. What is the main outcome you are hoping for in this conversation?” 

The shift wakes them up. You regain the room. 

10. When you are talking too much and losing the sale 

A short pattern interrupt to regain balance 

Even seasoned sellers catch themselves monologuing. The moment you feel the conversation tilting, reset. 

Modern play: 
Stop. Redirect with a buyer centered question. 

What to say: 
“I want to make sure I am staying aligned. Based on what I have shared so far, what stands out as most important to you?” 

Instant rebalancing. They talk. You listen. The sale comes back to life. 

Don’t forget  

These modern plays are the tools top performers rely on every day. They reduce friction. They build trust. They help you maintain control in conversations that would otherwise slip away. Mastering these techniques does more than help you close more deals. It helps you show up to every call with clarity, calm, and a deeper understanding of how buyers actually think. 

Sales is a craft. The more you train it, the sharper you become. Use these scenarios to rehearse, refine, and elevate your skills. With consistent practice, you will turn objections into progress, hesitation into commitment, and uncertainty into confident next steps. 

If you want more advanced sales insights, follow AccountMakers on Instagram and LinkedIn for weekly techniques, real scripts, and practical lessons designed for modern sellers. 

And if you are looking to hire top tier sales, success, and support talent, or want to find your next sales role, visit AccountMakers.com. The platform is built for professionals who want to grow faster, sell smarter, and stand out in a competitive market. 

Your next level in sales starts with how intentionally you practice. Use these plays, repeat them, refine them, and make them your own. Your results will reflect it. 

Actionable Sales Advice From Proven Closers 

Now that you have mastered the fundamentals, the next step is learning exactly what to say in the moments that matter. Skills give you the foundation, but language is what puts everything into action. That is where the “What to Say” guide becomes essential. It breaks down the real phrasing and conversation patterns top closers use when pressure rises, objections show up, or buyers hesitate. 

This next resource is built for sellers who want to confidently navigate live calls with scripts that feel natural, questions that open doors, and responses that move prospects forward. It gives you practical, real world language you can apply immediately to convert more conversations into revenue. 

If you are ready to turn the foundations you have learned into clear, effective actions, the “What to Say” guide will show you exactly how top performers communicate their way to results.