How to Handle the ‘I’m Not the Right Person to Make This Decision’ Sales Objection

When a prospect says, “I’m not the right person to make this decision,” they’re not necessarily dismissing you—they’re signaling that someone else holds the final authority. But what they’re really thinking might be:

• I don’t have the authority to approve this, but I might influence the decision.
• I don’t want to waste your time, but I also don’t want to push this forward just yet.
• I don’t fully understand this yet, so I don’t feel comfortable making a call.
• I don’t want to take responsibility for something my boss needs to approve.

Instead of letting the conversation end here, the goal is to engage them as an internal champion and find a path to the true decision-maker without making them feel unimportant.

How to Respond in a Natural, Trust-Building Way

1. Acknowledge & Validate—They’re in a Common Position

Most people in organizations aren’t the final decision-maker—but they often influence the decision. Recognize that and make them feel valued.

Example:
"I totally get that! Most decisions like this involve multiple stakeholders. But since you’re part of the conversation, I’m guessing you have some influence—what’s most important to your team when considering a solution like this?"

GPT Prompt:

Generate a response that acknowledges their role while positioning them as an internal influencer.

2. Ask About the Decision-Making Process

Instead of assuming they have no say, ask how decisions are typically made in their company.

Example:
"That makes sense! Just so I can be as helpful as possible—how does the decision process usually work on your end? Who else is typically involved?"

GPT Prompt:

Create a response that uncovers the company’s decision-making process without being pushy.

3. Offer to Equip Them with the Right Information

If they need to pass this up the chain, make it as easy as possible for them by providing a short, compelling summary.

Example:
"Totally understand! I’d love to make this as simple as possible for you. Would it help if I put together a short summary or one-pager that highlights the key benefits and ROI? That way, you’ll have something ready for whoever makes the final call."

GPT Prompt:

Generate a response that offers a concise, persuasive summary for internal buy-in.

4. Ask If They Can Make an Introduction

If possible, get directly in front of the decision-maker rather than relying on second-hand communication.

Example:
"Got it! Would it make sense for us to set up a quick call with the decision-maker? That way, we can answer their questions directly and make sure they have all the info they need to make a confident decision."

GPT Prompt:

Create a response that suggests a direct conversation with the decision-maker without being pushy.

5. Share Social Proof—How Others Influenced the Decision

People feel more confident when they see others in similar roles successfully navigating the same situation.

Example:
"I’ve worked with others in your role who weren’t the final decision-makers but played a huge part in getting leadership buy-in. One of them was able to get approval by presenting [a key stat, a customer case study, an ROI breakdown]. Want me to share how they did it?"

GPT Prompt:

Craft a response that shares a real-world example of someone influencing a decision without being the final authority.

6. Schedule a Follow-Up

Don’t let the conversation end here—get a commitment for next steps.

Example:
"That makes sense! When do you think you’ll have a chance to run this by them? I’d love to check back in afterward to see if any questions come up—how does [specific date] sound for a quick follow-up?"

GPT Prompt:

Generate a response that locks in a clear follow-up date after their internal conversation.

7. Keep the Door Open for Future Engagement

Even if they aren’t able to move things forward right now, make sure they know you’ll be there when they’re ready.

Example:
"Totally understand! If you ever want more details, case studies, or just a quick refresher before looping in the decision-maker, I’m happy to help. Just let me know what would be most useful for you!"

GPT Prompt:

Create a response that keeps the conversation warm for future engagement.

Cheat Sheet for Handling ‘I’m Not the Right Person to Decide’

Final Thoughts

When a prospect says, “I’m not the right person to make this decision,” they’re not shutting you down—they’re giving you an opportunity to navigate the buying process more strategically.

• Acknowledge that this is common and they still play an important role
• Ask about the decision-making process so you understand the next steps
• Provide an easy way for them to present your solution internally
• Try to get direct access to the decision-maker when possible
• Use social proof to show how others in their role influenced decisions
• Lock in a follow-up so the deal doesn’t lose momentum
• Keep the conversation open so they feel supported, not pressured

At the end of the day, people in non-decision-making roles still have influence—your job is to equip them with the tools to champion your solution internally.

How DocketAI Can Help

DocketAI helps sales teams navigate complex buying cycles with multi-stakeholder insights, decision-maker targeting, and tailored sales enablement—so when a prospect says, “I’m not the right person to decide,” you’ll have the perfect strategy to keep the deal moving.

🎯 See how it works—Book a demo today!