When a prospect says they must run it by their committee, which approach is recommended?

When a prospect says they must run it by their committee, which approach is recommended?

• A. Do not commit your time and resources due to obstacles
• B. Schedule a separate demo for the committee
• C. Offer a discount to speed up approval
• D. Push for a quick commitment via email

Answer: (A)

When a prospect says they must run it by their committee, the move is to pause and avoid committing your time and resources yet. That acknowledgment signals a multi-stakeholder decision and possible obstacles in the process. You don’t want to chase a path that could stall after more reviews or lead to wasted effort on a proposal that isn’t yet validated. Treat it as an opportunity to simplify the next steps rather than push forward with heavy commitments. Offer to provide a concise, committee-friendly summary or ROI-focused materials, and ask what specific information the committee will want to see. Propose a lightweight, non-binding follow-up plan—for example, a short update after the committee meets—so you can respond quickly once they’ve evaluated the details. This approach protects your time, respects the buying process, and keeps you poised to move forward as soon as the committee’s feedback is in. Taking action like discounting or pressuring for a quick email commitment tends to undermine trust and adds pressure in a multi-person decision, which can backfire if the committee raises additional concerns. Scheduling a separate demo for the committee can be useful later, but it should come after you’ve aligned on the committee’s specific questions and avoided overcommitting prematurely.

When a prospect says they must run it by their committee, the move is to pause and avoid committing your time and resources yet. That acknowledgment signals a multi-stakeholder decision and possible obstacles in the process. You don’t want to chase a path that could stall after more reviews or lead to wasted effort on a proposal that isn’t yet validated.

Treat it as an opportunity to simplify the next steps rather than push forward with heavy commitments. Offer to provide a concise, committee-friendly summary or ROI-focused materials, and ask what specific information the committee will want to see. Propose a lightweight, non-binding follow-up plan—for example, a short update after the committee meets—so you can respond quickly once they’ve evaluated the details. This approach protects your time, respects the buying process, and keeps you poised to move forward as soon as the committee’s feedback is in.

Taking action like discounting or pressuring for a quick email commitment tends to undermine trust and adds pressure in a multi-person decision, which can backfire if the committee raises additional concerns. Scheduling a separate demo for the committee can be useful later, but it should come after you’ve aligned on the committee’s specific questions and avoided overcommitting prematurely.