When a prospect says the decision isn’t up to them, the wrong move is to abandon the deal. The right move is to make them the champion who brings the decision-maker 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.
"Who does have the final say, and what does the approval process look like? I want to understand the path so I can help you navigate it."
"I appreciate you being honest. What would it take to get the decision-maker engaged — is there something I can do from my side to move this along?"
"Noted. I'm not trying to go around you — I want to equip you to make the case. What do you think will tip the scale with whoever signs off?"
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