Question

I'm about to start having my sales team pitch a $25, 000 paid in full service. A large purchase for most. I'm assuming a common objective to overcome will be: "I need to check with my business partner. " I'm looking for some ways to overcome this. What would your rebuttal be? (Having all decision makers on call is the best solution. But I know won't always be the case)

Answer 1

If not possible you are not scheduling a closing call.  

Answer 2

Ask the prospect on the phone if it's something THEY want to do, based on the information you provided. If you get the person on the phone to say that they are on board, the next step might be to ask if you can setup a call where the biz partner is present.  

Answer 3

1. Always prequalify prior to pitching/bidding and if anyone else needs to be on the call; make it sound like it should be COLLABORATIVE and that you want to inform everyone who needs to be there if so. Even still, if they feel the price is high, they might make it sound like they arent the decision-maker aka check with accounting, point out a flaw, tell you it's not right for them etc. 2. So, dont get defensive or call them out, but rather ask questions or make a claim from what you understand. A question never killed anyone. "I was under the impression that all decision makers were present? " Or "What do you feel I can clarify for you? ", etc. They might say "you did a great job, everything was clear" or "everyone was present but I just need to clear it with them". 3. So now that they have told you it's a price issue you can mention an interest bearing payment plan option if it is viable for you OR you can ask to schedule a time with them and everyone and set a date to follow up and set the date right there. If they say they can get back to you, you really havent provided enough value to them and sticker shock got them or they are not your kind of client since their budget doesnt allow for it so move on. If you like these tips stay tuned for more from my consulting services coming soon!  

Answer 4

(Having all decision makers on call is the best solution. But I know won't always be the case) If they're not there, then there's no pitch, simple as that.  

Answer 5

I ran a large sales room selling business loans. You don't have to overcome that objection. After initial value prop is made, then pre-qualification, etc. Then you schedule a call with all decision makers. Make it as personal as possible. Do a zoom call with video. You want these people to feel like they know you. It's the only way they'll commit to $25k of anything.