I Need to Talk This Over With My Boss

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!

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).