I want to get your opinion about a tricky situation that I have noticed is way too common in sales.
Oftentimes, a sales rep gets in touch with a prospect who has a high purchase intent. The prospect checks all the boxes like budget, need, or time—but s/he is not the ultimate authority to make the buying decision.
For the rep, it's very tempting to ask the person to call their bosses to join the conversation. But doing so might look like the sales rep is bypassing them to rush to closure.
In such cases, how do you suggest salespeople should bring in key decision-makers to a negotiation process without offending the first person they contact?
Thank you in advance!
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