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Ask Me Anything:
Sales Q&A with Philip Vivier
Got a sales question that’s been eating at you? Let’s fix it.
Drop it here, and I might answer it in my daily TikTok videos — or in my upcoming lessons.
Why This Exists
The fastest way to get better at selling is to get your real-world situations answered in plain language you can use right away.
Every day for the next week, I’m posting two short Q&A videos — and you can shape what gets answered.
Ask me about:
Closing deals without being pushy
Overcoming buyer hesitation
Turning “I’ll think about it” into “Let’s move forward”
Or any sales challenge you’re facing right now
Recent Questions & Answers (just a taste)
Q: My prospect says they love it but keeps delaying the start date. What do I do?
A: They’re not stalling on the product — they’re stalling on the risk. Find the fear, not the feature.
Q: A competitor just dropped their price. How should I respond?
A: Buyers don’t always pick the cheapest — they pick the safest. Remind them of the outcome they said mattered most.
Q: I do account management in Healthcare SaaS, specifically booking meetings for the account manager to upsell. Clients are often busy, guarded, or satisfied with their current solution — what’s your best approach for breaking through gatekeepers and still opening the door for a meeting?
A: In healthcare SaaS, the real challenge isn’t getting past a gatekeeper — it’s giving them a reason to believe that letting you in will make their world safer, easier, and better. If they’re busy, guarded, or content, it means they’re protecting time and stability — not resisting you.
Instead of pushing for the meeting, make the conversation about protecting what they already value.
Lead with relevance, not your request. Reference a change, challenge, or priority that matters in their world right now — compliance shifts, reimbursement models, staffing shortages.
Position the meeting as low-risk. Frame it as a check-in or insight session rather than an upsell. The goal is to help them stay ahead, not buy something.
Make the gatekeeper the hero. Ask, “If this insight could help your team avoid [specific risk or headache], would it make sense to share it with [account manager’s name]?”
Earn micro-yeses. Don’t go for the full hour. Start with “Would you be open to a 10-minute call?” — shorter time = lower perceived cost.
Prove value before the meeting. Send a short, relevant data point, story, or client example they can share internally — this makes the gatekeeper want to pass you through because it makes them look good.
The key is to make the meeting feel like a decision-safety exercise, not a sales move. When the guard feels like you’re protecting the castle, they’ll open the gate.
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