Decision Maker/Authorization

Question 1

I’m not responsible for making these decisions.

Answer 1

Rebuttal: “Hi [Name], thanks for letting me know you’re not the right person to discuss this with. Who on your team handles these types of decisions? Can you introduce me to them?”

Question 2

I’m not authorized to sign off on this.

Answer 2

Rebuttal: “Who is the right person to speak to regarding this purchase? Can you redirect me to them, please?”

Question 3

I can’t sell this internally.

Answer 3

Rebuttal: “What objections do you think you’ll face? Can I help you prepare the business case for when you speak with your decision-makers? I may have some enablement materials I can share to help.”

Question 4

[Economic buyer] isn’t convinced.

Answer 4

Rebuttal: “That’s too bad. If anything changes, please don’t hesitate to contact me. I’d love to help you get your team onboard.”