Chris WiserSerial Entrepreneur and MSP Growth Catalyst

This is what you need to do to get the "Yes" in sales

Name: This is what you need to do to get the "Yes" in sales
Uploaded: 2025-03-12T16:00:08Z
Channel: Chris Wiser
Description: Chris Wiser explains why "I need to think about it" usually means the prospect can't decide alone. When they relay your pitch to absent stakeholders, the…

12 Mar 2025

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Chris Wiser explains why "I need to think about it" usually means the prospect can't decide alone. When they relay your pitch to absent stakeholders, the message gets scrambled. Get all decision-makers in the room to close the deal.

When people say they have to think about it, it's really super important to ask who's going to be part of their thinking process? Because usually that secret code for I don't have the authority to make the decision I have to think about it means I have to go to talk to someone who either has to participate in the decision or approve the decision. That I've never told you about. Yeah. That I don't ever plan to tell you about. Yeah. But you're not going to get a yes until I talk to that person without you. Now, one of the things about our sales process is we know that it's just like a game of telephone. If somebody takes part of your sales pitch and goes and talks to another person without you in the loop, all the messages get scrambled. Yep. And nobody moves forward.