Most buyers at the three to five year stage in their careers know when they should push back. The challenge is knowing how to do this in a way that is commercially useful rather than personally costly.
In this episode, Elisabeth Mac Hale breaks down why mid-career buyers struggle to raise a contrary view at work, and what the language and approach of a well-delivered pushback actually looks like.
This episode is for buyers who have the commercial instinct to see problems coming but are not yet confident in their ability to raise them effectively in the room.
Key Takeaway
Expressing a contrary view as a question about the commercial outcome rather than a statement of disagreement is almost always more effective and more credible. Buyers who develop that habit are consistently perceived as commercially mature well before their title reflects it.
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