Dylan VergaraFounder, The Serial Sales Community · Founder, TSSC

Respond with this next time you get the decision maker objection #shorts

11 Mar 2023 · 0 min

Watch on YouTube

0:23

In this YouTube short, sales coach Dylan Vergara advises a concise tactic for overcoming the common "decision maker" objection on sales calls. He recommends ending the call by asking the prospect for a simple yes or no answer. If the prospect claims they need another person—e.g., John from accounting—to decide, the coach instructs the salesperson to either bring that person onto the call immediately or to reschedule, thereby avoiding wasted time and keeping the conversation focused on a clear decision.

When I say to them, by the end of the call, John, I'm just looking for yes or no. Is that fine with you? Now they have the chance, if it is true that they need someone else to make a decision. Now, if they don't say, you know, sorry, I can't do that because I actually need John from accounting to help me with this decision. If they bring that up, I'll literally address it and say, hey, bring John on right now, or hey, let's reschedule because I'm not wasting my time.