Customers say “You’ve got two minutes” for a reason. Here is what usually sits behind it, how to respond and what to avoid.
The customer is giving you a short window, and that is an opportunity as well as a test. Their time is their main concern. They want you to be clear, relevant and brief, and they will stop you if you are not.
Typical in: Software and SaaS, Insurance and finance, Professional services, Manufacturing and logistics, Telecom and energy, Contact centre and customer service
Pick the framework that fits the customer. The wording is an example direction, not a script: say it in your own words.
Ask for a moment, a question or a next step, and accept the answer.
“Thank you, I will keep to it. I help companies like yours with X. Is that something you are looking at at the moment, yes or no?” Start with the point and stop talking after the question.
Ask what sits behind the objection, so you answer the real concern.
“I will use it well. Rather than a pitch, let me ask you two quick questions to see whether it is worth more of your time. First: how do you handle X today?” Listen, then ask the second.
Shrink the decision to something low-risk that moves things forward.
“In two minutes I can tell you what we do, but not enough for you to decide. If it sounds relevant, could we book ten minutes later this week, so you decide with the full picture?”
After your response, ask:
From what I said, which part would be worth ten more minutes for you?
Avoid: I’ll need more than that, but let me start from the history of the company.
A long run-up wastes the short window and tells the customer you will not respect their limits.
Reading is not the same as saying it. Talk to an AI customer who raises this kind of objection and see in the report which sentence helped.
Practise this objectionThe customer is giving you a short window, and that is an opportunity as well as a test. Their time is their main concern. They want you to be clear, relevant and brief, and they will stop you if you are not.
Ask permission: “Thank you, I will keep to it. I help companies like yours with X. Is that something you are looking at at the moment, yes or no?” Start with the point and stop talking after the question. Clarify before you answer: “I will use it well. Rather than a pitch, let me ask you two quick questions to see whether it is worth more of your time. First: how do you handle X today?” Listen, then ask the second. Propose a smaller step: “In two minutes I can tell you what we do, but not enough for you to decide. If it sounds relevant, could we book ten minutes later this week, so you decide with the full picture?”
From what I said, which part would be worth ten more minutes for you?
Avoid “I’ll need more than that, but let me start from the history of the company.” A long run-up wastes the short window and tells the customer you will not respect their limits.
Educational conversation training. It is not legal or financial advice and it promises no results. Always follow your company’s rules, the terms of the product and a customer’s clear no.