“I’m not the decision maker”What It Means. What to Say.
How to handle “I need to run it by my boss”: what the prospect really means, how to recognise it, and replies that work, from Merdial’s built-in sales canon.
SEBy Samir El Barbary, Founder, Merdial·Updated
The short answer
“I’m not the decision maker” usually means: the person cannot or will not decide alone; someone else owns the budget, the signature or the tool. A reply that works: “Thanks, that really helps. Who would usually look after something like this on your side?”
What it really means
The person cannot or will not decide alone; someone else owns the budget, the signature or the tool.
How to recognise it
What they say: "I'm not the right person", "I'd have to run it by my boss", "that's the CFO's call", "you need to speak to…".
Most likely
when the persona is a gatekeeper or influencer; when the decision process is unknown; any stage.
Unlikely
when they have already said they sign off; when they are the owner of a small business.
Replies that work
Route to the decision maker
Get to the person who decides; treat the gatekeeper as a guide, not an obstacle.
Thank them and take their answer at face value.
Ask who owns the decision, by role.
Ask for the best way to reach that person, or to be transferred.
Say it like this
“Thanks, that really helps. Who would usually look after something like this on your side?”
“Got it. Would it be easier if you connected me, or should I reach them directly?”
Avoid
Pitching the gatekeeper.
Tricks or pretending to know the decision maker.
Arguing that they should decide.
Bring the decision maker in
Include the real decision maker in the next step instead of letting this person carry your pitch alone.
Respect their role in the decision.
Offer to make it easy for them: involve the decision maker in the next step.
Ask who that is and how they like to be looped in.
Say it like this
“Makes sense. Would it be easier if we got them on the next call, so you're not stuck explaining it?”
“Who else would weigh in on this, and should they join us next time?”
Avoid
Going around them.
Letting them "run it by the boss" alone with no next step.
How Merdial helps on a live call
In Merdial, your team reviews a reply for each challenge like this one, in your own voice. When a prospect says it on a call, real-time AI assist recognises it and puts that reply on the rep’s screen about a second later; the rep decides whether to use it. Each challenge carries competing versions, and they are tested on real calls, so the reply that actually moves calls forward is the one shown most.
Get these replies on screen during your own calls: $0, one seat, no card.
What does “I’m not the decision maker” mean on a sales call?
The person cannot or will not decide alone; someone else owns the budget, the signature or the tool.
What should I say when a prospect says “I’m not the decision maker”?
Try this: “Thanks, that really helps. Who would usually look after something like this on your side?” It works because it follows the move “Route to the decision maker”: get to the person who decides; treat the gatekeeper as a guide, not an obstacle.
How do I know it is really “I’m not the decision maker”?
Listen for "I'm not the right person", "I'd have to run it by my boss", "that's the CFO's call", "you need to speak to…". It is most likely when the persona is a gatekeeper or influencer; when the decision process is unknown; any stage.
