Stalls
What to say when they stall to 'talk to their partner'
The prospect says, "This looks great, but I need to run it by my business partner before we sign."
When a prospect stalls to consult a partner or committee, do not just agree and wait. Say: "What's the main concern they are going to have when you show this to them?" This arms your champion with answers and reveals hidden objections before the meeting ends.
“What's the main concern they are going to have when you show this to them?”
Tip: You are not trying to bypass the partner. You are trying to prepare your contact for the internal debate you won't be in.
Why this works
The 'run it by my partner' stall is dangerous. You are handing your pitch over to someone who will deliver it poorly, to a decision-maker who hasn't heard your value proposition.
By asking what the partner's main concern will be, you force the prospect to anticipate the pushback. Often, the 'partner's concern' is actually the prospect's own hidden objection that they were too polite to say.
If they identify a concern (e.g., 'They'll think it's too expensive'), you can handle it right then and give your prospect the exact words to defend the deal internally.
The trap
What most people say, and why it backfires
✕“Okay, when should I follow up?”
You surrendered all control of the deal and learned nothing about what might kill it.
✕“Can I be on that call with your partner?”
It's a logical request, but it usually makes the prospect feel undermined or cornered. Let them invite you if they want to.
When they push back
Have your next line ready
If they say: "They'll probably worry about the implementation timeline."
Say: "That makes sense. Let's outline the onboarding schedule right now so you can show them exactly how we handle that."
If they say: "I'm not sure, they just like to review everything."
Say: "Understood. If they have any technical questions, would it be helpful to schedule a brief 10-minute intro call with all of us?"
How to deliver it
Ask it supportively. You and the prospect are a team preparing to present to the partner.
Before you walk in
Five things to have ready
Frequently asked questions
What if the 'partner' is just an excuse to say no?+
This question usually exposes that. If they stumble and can't name a concern, or if the concern is vague, they are likely just trying to end the meeting.
Should I offer a discount to get them to sign today?+
No. Exploding discounts reek of desperation and train the client to wait you out.
How long should I wait before following up?+
Ask them: "When are you meeting with them? Great, I'll follow up on Thursday morning." Then do it.
What if they go dark after the partner meeting?+
Send a 'closing the file' email: "Have you given up on moving forward with this project?" It usually triggers an immediate response.
This line works for most of these conversations. Yours has specifics it doesn't.
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