If the prospect says 'We would have to run it by our committee, corporate,' what should you do?

• A. Immediately travel to demo.
• B. Ignore and proceed.
• C. Do not commit time and resources.
• D. Offer a discount.

Answer: (C)

When a prospect indicates they must run it by a committee, the smart move is to pause any resource-heavy steps and align with their decision process. This means you don’t commit time or resources yet, because the next actions should depend on who needs to approve, what criteria matter, and when the committee will decide. By withholding demonstrations, proposals, or other commitments until you have clarity, you protect your energy and money, and you show respect for their process.

Use this moment to clarify the decision timeline and stakeholders. Ask when the committee is expected to meet, who will be involved, and what criteria will be used. Offer a concise, low-effort next step, such as providing a tailored summary or product briefing for the committee, or proposing a joint call with the key decision-makers when appropriate. This keeps momentum without overcommitting, and it prevents pushing a discount or a demo before there’s real commitment to move forward.