The first step is to qualify the prospect. If you don’t, then you’re likely to keep getting this at the end of your perfect presentation. Here’s what you ask on your first visit/call:
- “Is there anyone else that will need to weigh in on the final decision?"
And if they tell you their boss or corporate, etc., then you must layer that with:
- “How much influence do you have in that?”
- “Let's say you love what you hear, is he/she open to new ideas? What is the process?"
Get clarity upfront so you can bend your presentation accordingly. You may still get “I’ll have to show this to my partner, boss, etc.,”, use one of these proven scripts..