From the course: Cold Calling: Overcoming Sales Objections

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Who's is it then?

Who's is it then?

From the course: Cold Calling: Overcoming Sales Objections

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Who's is it then?

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- An obvious response to the "I'm not the decision maker" objection is to say, "Okay, well who is it then?" They're extremely unlikely to hide who it actually is. If they do, then ask why hide it. What are you protecting 'em from? I'm selling a great product here. If they really do stick with it, then get an email address or a postal address to send some information to. But it's really worth noting to not totally discount this first person. You need to ask them, "Okay, so what powers do you have then?" They might be in charge of more than you expected, or maybe the decision maker signs off the money, but then they actually choose the product, so in a way they're a decision maker in their own right. Maybe they're a really strong champion who has the ear of the decision maker, and maybe they're leading a change project within the company. They might also be the decision maker one day, so you really need to keep them on…

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