#44 - Hello SaaS Sales Rep—Customer Stories, Part 3, Scenario #2: The Delay Defender

You’ve done the work. The trial was strong. The Champion’s aligned. The Decider sees the value.

And yet—they want to wait. The following objection comes your way:

• Let’s revisit this next quarter. We’re not ready yet. The team’s tapped right now.”

Sound familiar?

In this episode of SaaS Simplified, we take on The Delay Defender—the Decider who doesn’t object to the solution, but still stalls the decision.

You’ll learn how to use short, strategic Customer Stories to reframe delay as risk—and help the Decider realize that waiting isn’t neutral… it’s expensive.

This is the third prong of the 3-Pronged Approach to SaaS Sales:

🛠 Seal the Deal with the Decider.

Let’s make hesitation a closing opportunity.

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// Michael Feichtner