How to Handle the ‘Our Leadership Isn’t on Board Yet’ Sales Objection

When a prospect says, “Our leadership isn’t on board yet,” it doesn’t necessarily mean the deal is dead—it just means there’s work to do. What they’re really saying could be:

• I like this, but I don’t have the final say.
• Leadership doesn’t see the value or urgency yet.
• They’re worried about cost, implementation, or risk.
• I’m not sure how to convince them.

Instead of seeing this as a roadblock, treat it as an opportunity to equip your prospect with the right tools to advocate for your solution and, if possible, help bring leadership into the conversation.

How to Respond in a Supportive, Trust-Building Way

1. Acknowledge Their Position—They’re in a Tough Spot

Your prospect might love your solution but feel stuck if leadership isn’t convinced. Show that you understand their situation.

Example:
"That makes total sense. Getting leadership buy-in can be tough, especially when they’re juggling multiple priorities. What’s their biggest concern right now?"

GPT Prompt:

Generate a response that validates the prospect’s concern while uncovering leadership’s main objections.

2. Ask What Matters Most to Leadership

Leadership often focuses on ROI, risk, and alignment with strategic goals. Find out what’s blocking approval.

Example:
"I’d love to help. From what you’ve heard so far, is leadership more concerned about cost, implementation, ROI, or something else?"

GPT Prompt:

Create a response that uncovers the leadership team’s priorities and concerns.

3. Provide a Compelling Business Case for Leadership

Executives don’t just need information—they need a clear, data-driven case for why this is a good investment.

Example:
"Would it help if I put together a short summary or business case that highlights the ROI and key benefits? That way, leadership can see the bigger picture without sifting through all the details."

GPT Prompt:

Generate a response that offers a concise, persuasive business case for leadership approval.

4. Offer to Join the Conversation with Leadership

If possible, get in front of leadership directly instead of relying on your prospect to pitch on your behalf.

Example:
"Would it make sense to set up a short call with leadership so we can walk through any concerns directly? That way, we can answer questions in real time and make sure they get the clarity they need."

GPT Prompt:

Create a response that suggests a direct conversation with leadership without being pushy.

5. Share Social Proof—How Other Leaders Got On Board

If leadership isn’t convinced yet, showing how other companies successfully got buy-in can make a huge impact.

Example:
"I totally understand. Another company in your industry faced the same challenge—leadership wasn’t fully convinced at first. But once they saw [specific ROI or benefit], they were all in. Want me to share their story?"

GPT Prompt:

Craft a response that shares a real-world success story of leadership buy-in.

6. Address the Risk Factor—What Happens If They Don’t Act?

Sometimes, leadership needs to consider not just the investment in your solution but also the cost of inaction.

Example:
"I get why leadership wants to be cautious. But have they considered the risks of not moving forward? If [pain point] continues, what impact will that have on the team’s efficiency, revenue, or customer experience?"

GPT Prompt:

Generate a response that shifts leadership’s focus from cost to the risk of inaction.

7. Lock in a Follow-Up Plan

If leadership isn’t on board yet, make sure you have a plan to revisit the conversation.

Example:
"I completely understand! When do you think you’ll have another discussion with leadership? I’d love to follow up afterward to see if any new questions come up—would [specific date] work?"

GPT Prompt:

Generate a response that locks in a follow-up after leadership discussions.

8. Keep the Door Open—Support Them However They Need

Even if leadership isn’t convinced now, leave the conversation open so they know you’re available.

Example:
"Totally understand! If there’s anything else you need—case studies, competitor comparisons, or a quick refresher on key benefits—just let me know. I’m happy to help however I can!"

GPT Prompt:

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

Cheat Sheet for Handling ‘Our Leadership Isn’t on Board Yet’

Final Thoughts

When a prospect says, “Our leadership isn’t on board yet,” they’re not saying no—they’re saying leadership needs more clarity, confidence, or proof. The best approach is to:

• Validate that leadership buy-in is a common challenge
• Ask about leadership’s biggest concerns and priorities
• Help build a business case that speaks leadership’s language
• Offer to present directly to leadership for clarity
• Use social proof to show how others successfully got buy-in
• Reframe the risk of inaction vs. investment
• Lock in a follow-up so the deal doesn’t stall
• Keep the conversation open and supportive

At the end of the day, your job isn’t just to sell to one person—it’s to help them sell internally and get leadership on board.

How DocketAI Can Help

DocketAI helps sales teams influence leadership buy-in with tailored ROI-driven business cases, customer success stories, and strategic messaging—so when a prospect says, “Our leadership isn’t on board yet,” you have everything you need to move the deal forward.

🎯 See how it works—Book a demo today!