By Tom Hopkins, The Builder of Sales Champions

I’ve had several students contact me over the last few months, asking how to handle situations with more than one decision-maker. Their situations included both B2B and B2C selling. Since I’ve been teaching in both arenas for decades, I’d like to offer a few suggestions that you might try.

  • During your qualification sequence, if you determine there’s more than one decision-maker, do whatever you can to have all decision-makers present before giving a presentation. This might include getting the other party or parties on the phone or to join you via Skype or another online service.Or, you may want to re-schedule your visit when all parties can be involved. Be sure to tell them just enough to stay curious about your offering.
    .
  • Ask, “How do you go about making decisions in situations where your spouse/partner cannot be present?” There’s likely a plan B in place for these types of things. When you know their process, you may find a flexible solution.
    .
  • If having all decision-makers present is a challenge and you choose to proceed with a presentation, bring those other decision-makers into the conversation by asking,
    • “Which of these features do you think Mary would appreciate most?”
    • “What do you think Bob would say, if he were here, about __________?”

Most couples or business partners know how the other parties will react or respond to certain things. Getting them thinking along those lines can soften their resolve not to make a purchase. Also, if you offer a 30-day trial or money back guarantee, this also goes a long way to getting past the “must consult with my spouse/partner” concern.


Tom Hopkins is recognized as America’s #1 sales trainer. His proven, practical selling skills have helped millions of sales professionals boost their careers. To learn more about Tom’s training, click here.


Eric Hemati

Eric Hemati

Representing Family Heritage products since 2002.

Leave a Reply

Your email address will not be published. Required fields are marked *