I wanted to get some thoughts on the best way to handle it when you're speaking to an admin or someone with no power, who has been tasked by the decision-maker to collect prices and make a recommendation.
They never have a budget - again they're just exploring and collecting prices.
Given that I am not allowed to discuss pricing at all before a demo, I want to further qualify these prospects but need some advice.
What I want to ask (but won't):
- How are you making/presenting the recommendation?
- How hard are you going to fight if your recommendation is shot down by your manager because of the investment?
- What is the buying criteria, and how much is it weighed against cost?
- This is a big decision that is going to affect the whole company and its success or failure will fall on the decision-maker. So why isn't the decision-maker more involved? (Tell me again why they won't join the demo?)
What are some ways you recommend dealing with people with no power who are just going around collecting prices looking to make a recommendation?
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