When a prospect says they need their boss to sign off, the wrong move is to push for a decision on the spot. The right move is to make it easy for them to bring their boss into the conversation. Below are 3 battle-tested responses, each tagged with the psychological approach behind it — so you can pick the one that fits the moment.
"Absolutely. What does your manager typically care about in these decisions — the financials, the operational impact, or something else?"
"Is there anything I can prepare that would make their decision easier? Often the hurdle isn't the decision itself but the confidence to make it."
"Makes sense. Who else is involved in the final decision? I want to make sure I'm helping you build the case."
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