"I'm Not the Decision Maker" - Perfect. Let's Talk Anyway

"I'm Not the Decision Maker"

Most reps hear this and fold.

They believe there is one single decision maker to begin with.

There isn't.

In modern enterprise sales, there is no such thing as one person who decides. There are Coaches, Champions, and Economic Buyers - each with a different role, different pain, and different stake in the outcome. The person who "doesn't sign the check" is often the one closest to the problem you solve.

This is your opportunity.

The most effective way to deal with “Im not a decision maker” is to simply tell them the truth, “hype” the prospect up and then lower their personal risk by “Handing them the keys” and putting them in control.

So what do you actually say?

Prospect: “Im not a decision maker here” “

Share the truth: “That’s totally fine - I am sure there are multiple people involved in any decision - especially at XXX Company.

Hype them up: “The reason I called you specifically was that you manage the team so you’re closer to the reps day to day and understand the issues/bottlenecks better than Sr. Leadership.”

Hand them the keys: “I figure we start with you - if you like what you see we move it up the chain. If not, water under the bridge you learn something new about where XXX Industry is going.”

No oriented ask for the win: “Totally opposed to finding 20 early next week?”

You're not asking them to buy. You're not asking them to get their boss. You're handing them control - and lowering their personal risk to zero.

Also, if you are curious where the response came from - check out this video from the Obi Wan Kenobi of cold calling Aaron Melamed HERE

If that doesnt work:

Of course no response works every time.

Sometimes they actually don’t have any authority and it would be a waste to book them or they just wont agree for whatever reason.

From here you want to go into data mining mode. Try something like this.

“2 super quick questions so I’m relevant when I reach the right person and I’ll get our of your hair.
1. Who on your team would own XXX problem / process?
2. Do you know Tech they use today for this?

If you can’t book a meeting - at least set yourself up for the next conversation!

Happy Calling