The “I need to discuss it internally” objection: how to stay in the conversation
Why deals disappear in internal sign-off, how to find out who else decides and what that person looks for, and what to give your contact for the conversation you won’t be part of.
It also sounds like this: “I need to run this by my boss.”, “I don’t decide this on my own.”, “Management has to sign this off.”
When the objection comes
After the meeting or the proposal, when a decision is due that your contact doesn’t make alone.
What’s behind it
A real necessity.
How to tell: The person names who else decides and by when.
A delay because something doesn’t fit yet.
How to tell: Asked where they stand themselves, they give no clear answer.
The person isn’t the decision-maker.
How to tell: They can’t answer questions about budget and process.
How to respond
“Who else will look at it, and what will they pay attention to?”
You find out who else decides and by which criteria, before the conversation takes place without you.
“What do you need from me so you can make the case internally?”
Makes your contact the advocate and you the supplier of their arguments.
“Where do you stand yourself, if you had to decide today?”
Separates internal sign-off from hesitation of their own that can hide behind it.
“Would it help if I joined the next conversation, for the questions only I can answer?”
Questions about technology, data protection or price often arrive second-hand in shortened form. A joint meeting prevents that.
What not to say
“Can’t you decide this yourself?”
Puts the person on the spot. Almost every larger B2B decision needs several approvals.
Leaving without a date for their answer.
Then your proposal waits in a conversation you know nothing about.
Putting everything into one long email.
What gets forwarded is what’s short. One page with the three points that count internally gets read.
If the objection stays
Agree a date for their answer, send a short summary they can forward, and offer to be available for questions from the others involved.
Frequently asked questions
How do I respond to “I need to run this by my boss”?
Ask who else decides and what that person looks for, and offer to give your contact what they need for it. Plus a date for their answer.
How do I find out who makes the decision?
Ask, and ask early: “Who besides you is involved in a decision like this?” The earlier you know, the less often the objection comes at the end.
What do I send after the meeting for internal sign-off?
A short summary to forward: the problem in the customer’s words, the solution, the price and the agreed next step. Not a thirty-slide presentation.
More objections
- “We don’t have a budget for this.”
- “Data protection and the works council need to have a say.”
- “I need to think about it.”
All objections at a glance, with two responses each →Objection handling techniques: from the clarifying question to pre-empting →
More free resources, no sign-up
- Cold calling scriptFrom the gatekeeper to the meeting, with the objections of the first minute.
- Sales call checklistFrom preparation to follow-up, to tick off and print.
- Sales call script templateSix phases with lines to adapt for a first B2B call.
- Discovery questionsQuestions in eight areas, from the current situation to the next step.
- Objection handling techniquesNine techniques from the clarifying question to pre-empting, with example lines.
- Buying signalsHow to hear that a buyer is ready, and what to say then.