1 min lesson
Self-check after the recording
Name the key items in "Self-check after the recording", then explain why each one matters.
Step 1 of 2
Self-check after the recording
- Count your questions versus your statements; healthy discovery skews heavily toward questions.
- Listen for follow-ups: did you take a vague answer and push it to a number or accept it and move on?
- Confirm you exited with a dated next step that pulls the absent security and budget owners into the deal.
Watch out
The deadliest tell is happy ears. “We love Cursor, we just need to make it official” feels like a win and it is the exact moment to slow down and quantify. Existing love does not pay for a 2,000-seat contract; a defensible business case and a security sign-off do. If you accept the vibe and skip the numbers, the deal stalls the moment Procurement asks why.
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Optional practice
Practice: Self-check after the recording
QMid-call, the VP Eng says: “Honestly our devs already love Cursor, we just need to roll it out properly.” What is the strongest next move?