The prospect says.
“I need to talk this over with my boss.”
What should you do?
Take a look at these two examples of sales call conversations that have gone bad:
Example 1:
Allowing the customer to shut you down.
Salesperson: “Can I meet with your boss?”
Prospect: “No,”
Example 2:Letting the prospect weasel out of the opportunity.
Salesperson: “When should I get back with you?”
Prospect: “Call me next month.”
Paul’s Suggestion
As a first step — Ask your prospect the following:
“It’s great that you’re going to talk with your boss.”
“But before you do that, where do you stand, based on what we’ve discussed?”
Asking this question will allow you to get a pulse on whether the prospect is motivated to recommend (or sell) this idea to others.
And if they are, let them do so. But if they’re not — you have to confront any concerns or potential doubt — now versus later.
This is important, so you can manage your relationships and manage your time.
Happy selling!
