How to Handle Sales Objections about Customer’s Ability and Authority to buy. Part 1

Jan 24, 2019

Is “I’m not authorized to sign off on this” can be a bridge to make a deal?

Today I’m going to give you some responses to sales objections about Customer’s Ability and Authority to buy. Let’s conquer: I’m not authorized to sign off on this and I can’t buy until I meet with a decision-maker.

I don’t have the authority

The first group of objections is

  • I’m not authorized to sign off on this
  • I don’t have the authority
  • I’m not the decision maker
  • I don’t control the budget

Possible responses are:

1 – Can I get the name of the right person to speak to? Can you kindly connect me with him?

2 – Can you connect me with the right person? Can you advise anything he wants to know first?

3 – I’m curious to know if you use this service in your work.

I have to talk to stakeholders

The second group of objections is

  • I can’t buy until I meet with a decision-maker
  • I can’t make a commitment until I meet with the CEO
  • I have to talk to stakeholders
  • I need to consult with my partner first

And possible responses are:

1 – Actually, I can be a resource to you in a negotiation with stakeholders. What can I do to get this deal done with them?

2 – Can I answer any of your questions before you meet with a decision-maker? Can you advise anything he will want to know first?

3 – I’d like to meet with both of you and get a chance to answer any questions and concerns you might have.

4 – I’d like to speak with both of you on the phone or video conference and get a chance to answer any questions and concerns you might have.

5 – Could I be part of a conversation with a decision maker to be able to answer all his questions?

Summary

Now you can manage sales objections about I’m not authorized to sign off on this and I can’t buy until I meet with a decision maker. Practice these responses. Come up with your own ones. Have a great time handling prospect’s objections. And it’s your time great invested.

About SergeyBure.com

SergeyBure.com is a website for salespersons. The goal of this site is to provide content that allows salespersons to improve their skills.

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