Question

You have covered all the key people during a long sales campaign, and the sale has progressed nicely. The final step in getting the order is a 'pitch' to the executive buying committee, and the presentation goes extremely well. You conclude by asking for the order. A spokesperson responds by indicating that they are happy with everything but need to talk it over and will call you within 48 hours. You would:

a) Respect their decision and wait for their call.
b) Offer a time-limited discount to encourage an immediate decision.
c) Push for an immediate commitment.
d) Insist on a decision before leaving the meeting.

Answer 1

The best course of action would be to respect their decision and wait for their call.

Step-by-step explanation:

In this situation, the best course of action would be to respect their decision and wait for their call (option a).

When the spokesperson indicates that they need to talk it over and will call you within 48 hours, it means that they are considering your offer and need time to discuss it internally. Pushing for an immediate commitment (option c) or insisting on a decision before leaving the meeting (option d) may come across as pushy and could potentially harm your relationship with the potential client.

Offering a time-limited discount (option b) may seem desperate and could devalue your product or service.