#43 - Hello SaaS Sales Rep—Customer Stories, Part 3, Scenario #1: The Risk-Averse Decider

You’re at the final stretch. The trial is done, your Champion is aligned, and everything seems ready to go.

Listen to the Episode, if you have heard the following before:

• I am not questioning the value. But if this rollout doesn’t go smoothly, it’ll land on my desk.

The Decider—the one with final approval— he is hesitating.

Not because they don’t see the value. But because they’re afraid of what could go wrong.

In this episode of SaaS Simplified, we tackle The Risk-Averse Decider—the stakeholder who’s worried about rollout risk, internal perception, or being blamed if adoption lags.

You’ll learn how to use short, high-impact Customer Stories to eliminate fear, validate the decision, and give the Decider the confidence to move forward.

We’ll break down three versions of the same story—unspecific, specific, and 15-second—and show you how to make your Decider feel safe saying yes.

If you’ve ever had a deal stall at the very end, this one’s for you.

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// Michael Feichtner