What it usually means
Your contact doesn't make the final decision, or isn't confident enough to recommend it yet. You're about to lose control of the deal unless you help them sell it internally.
The approach
Find out what the boss will care about, offer to help prepare, and ask to join the conversation.
What to say
1Of course. What do you think will matter most to them? I can put together a one-page summary that answers those questions.
2Would it help if I joined the conversation for ten minutes to answer any technical questions?
3Before you speak to them, how do you feel about it yourself? Would you recommend it?
Adapt the words so they sound like you. Then say them out loud a few times before your next call.
What to avoid
- Letting your contact pitch on your behalf with no preparation
- Going over your contact's head without asking
- Ending the call without a date for the follow-up