Decision-making process

- Pam Meyers is the business manager…for a regional office…of a large financial planning and investment company.…Their offices are located in your territory,…and you've had them on your prospect list,…and now, after a few calls,…she's given you an appointment.…The presentation has gone exceptionally well.…She's asked good questions,…and you're feeling really upbeat.…You decide to go ahead…and test out closing this sale,…given the positive impression of the call.…However, Pam then tells you,…"Well, I think your program is excellent,…"but I don't have final authority…"to make the decision to buy."…This is a very common objection,…and one that you could encounter…in both large and small companies.…

It can be a legitimate obstacle you'll face,…however, it also can be a gentle way…for a buyer to tell you that they're not interested.…Here are some of the steps you should follow,…questions you should ask,…and some responses I've used…when faced with this situation.…First, if you've done your effective research…before your meeting with the buyer,…