I’ll share one of my secrets for asking any tough question, push back with confidence any time, challenge the CEO of any company, or even ask why your prospect wouldn’t just make the easy decision and go with either the market leading competitor or incumbent.  Ready?  Simply keep your pipeline stuffed – busting at the seams – no place to put the next opportunity.  When you have enough opportunities in the pipeline you can say, ask or do anything – no worries.  And that’s what it takes to differentiate yourself from everyone else.  But when today’s opportunity is THE opportunity you’ll be afraid to say “boo” without worrying that you’ll mess up and lose the opportunity.