What if we pull together a brief conference call so they can get an overview of what’s happening? That way you can avoid chasing them down and everyone can get up to speed at the same time. Simply say, “It sounds as if Mike and Julie are an important part of the process. I’ll get back to you after they get back.” Don’t accept that delay unless you must. Your contact says, “I need to get hold of Mike and Julie, but they’re traveling. The critical task: keep the sale moving no matter what. Simply suggest to your contact that the two of you should get them involved now, so they won’t be caught off guard later. Then you’ll know who you have to win over.Įven if you’ve gotten deep into the sales process and suddenly learn that other decision makers need to be involved, don’t let it throw you. There’s likely to be a short silence, after which you learn other decision makers are involved. So, you’re the only person who signs the agreement, and you won’t be discussing this with anyone else?” Your contact says, “I’m the decision maker, and I decide if we’ll purchase your solution or not” with total confidence. They may say so for all kinds of reasons. In many cases even CEOs can’t make final decisions without getting buy-in from other executives on their team.Įven if contacts tell you they’re the only one making the decision, that’s highly unlikely, especially in larger organizations. No one wants to make a wrong decision, to be left holding the bag and looking bad. Assume there will be multiple decision makers Some or all of these steps may apply to your situation. Here are seven ways to avoid last-minute surprises like these, from sales guru Ari Galper. Why didn’t he tell you he wasn’t the final decision maker? Why did he lead you on? And what can you do to keep this from happening next time? You were counting on getting a signature. Rest of the team? Your buyer had assured you that he was the only decision maker. Let me talk it over with the rest of the team and get back to you.” How often have you poured your blood, sweat and tears into a deal, answered all objections, asked for the sale – and then heard words like these:
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