Selection Squeezer: The Complete Prioritization Framework for SaaS Discovery and Closing

🏁 Introduction

When a buyer says “we’re still figuring things out,” most reps widen the conversation.

Top-performing reps narrow it.

The Selection Squeezer module teaches SaaS Account Executives how to guide buyer clarity using a simple technique: a focused “menu of pain” question with two high-relevance options. No open-ended guessing. No feature dumps. Just clarity, fast.

In this course, you’ll learn how to use Selection Squeezer questions to build trust, reframe hesitations, and close aligned deals faster—across every phase of the SaaS Decision Cycle.

🧭 Part 1: Gain the Benefit of the Doubt

In early discovery, prospects are vague, overloaded, or unsure where to begin. The Selection Squeezer helps you earn trust by offering two focused pain paths that invite clarity without pressure.

→ Includes role plays with uncertain explorers, scattered buyers, and outbound skeptics who need direction—not data sheets.

🔄 Part 2: Maintain Momentum Mid-Trial

When trials drift or stall, this technique brings focus back to what matters most. Use it to help Champions and teams re-engage by prioritizing active friction that’s still unresolved.

→ Includes role plays with passive teams, cross-functional misalignment, and disengaged Deciders post-kickoff.

✅ Part 3: Seal the Deal Through Prioritized Urgency

Deals don’t stall because of the product—they stall because of confusion. This section teaches you how to use a final Selection Squeezer to clarify what pain is most urgent to solve now—and why waiting costs more than moving forward.

→ Includes role plays with budget-fence Deciders, strategic split evaluations, and quiet post-trial delays.

🛠 What You’ll Learn:

• How to craft and deliver Menu of Pain questions:🔹 Two options only → No C🔹 Each tied to a real business friction🔹 Designed to drive clarity and shorten sales cycles
• When to use the Selection Squeezer across discovery, evaluation, and closing
• How to earn control of the conversation while making the buyer feel heard

Whether your buyer is still exploring, stuck mid-trial, or hesitating at the finish line, this course gives you the question that helps them move forward—with you.

🎧 Bonus: Every part includes podcast-style role plays to hear the technique in action.

// Michael Feichtner