What is a described approach when a prospect expresses downtime concerns?

• A. Offer a deep discount
• B. Acknowledge the concern and provide clarifications or solutions
• C. Ignore and move on
• D. Ask to call back later

Answer: (B)

When a prospect mentions downtime concerns, the best move is to acknowledge the worry and provide clarifications or practical solutions. Validating their concern shows you’re listening and care about the real impact on their business, which lowers resistance and keeps the conversation moving forward. Once you acknowledge it, you’re in a better position to gather specifics—like how much downtime is acceptable, when it could occur, what systems are involved, and what risks they’re most worried about. With those details, you can offer concrete clarifications, best-case timelines, and a plan to minimize disruption (such as phased rollout, off-hours deployment, or a tested rollback option). This mirrors effective NEPQ practice: first address the emotion, then provide information that directly mitigates the concern and advances the decision-making process.

Reason this approach works better than the alternatives: offering a deep discount doesn’t address the actual downtime risk and can undermine value. Ignoring the concern stalls trust and momentum. Asking to call back later postpones the issue instead of solving it. By acknowledging the concern and delivering targeted clarifications or solutions, you keep the dialogue productive and move toward a confident, value-based commitment.