"I need to consult with someone" — how to not lose the deal in someone else's hands
In 6 minutes you'll have a practical protocol for "need to consult" — with a forwardable text and a 15-minute 3-way call script.
Jean-Luc Médéric
6 min read
I once had a client, a marketplace founder. At the end he said: “I need to discuss this with my partner. I’ll reply in a couple of days.” I nodded: “Sure.”
Two weeks later he wrote: “My partner said it’s not a fit, let’s pause.”
I learned two things.
First: nobody explained it to the partner. My client retold it “as best as he could.”
Second: I didn’t even ask what the partner cares about, so I gave my client zero help in communicating the proposal.
Since then I have a rule: when a second decision-maker appears, I don’t let the client “retell it”. I give them a tool.
⚡️ Key idea
“I need to consult” isn’t “no”. It’s passing the ball into a room you’re not in. Your job is to not let the ball leave silently. Either you join the room (3-way call), or you send your best advocate there: a short text the second decision-maker can read in 60 seconds.
Why “I need to consult” is where deals die
Golden Key rule: if you didn’t identify all decision-makers before the presentation, you presented to the wrong person.
When the client says “I need to consult” at the end, it means: there’s another player you didn’t account for.
“I need to consult” usually means one of four situations:
- Business partner / co-founder — equal vote, can veto
- Boss / CFO — final yes is theirs
- Spouse — for big spending or decisions that affect the family
- Team / expert — they need technical or operational validation
In every case, your contact stops being the sole decision-maker.
If you let them “retell it”, you just outsourced your pitch to a person who’s never delivered your pitch.
💡 Rule #1
Never let the client “retell” your offer. Either you do a quick 15-minute 3-way call, or you give them a ready-to-forward text. Without that, you lose control of the conversation that decides the deal.
What NOT to say
“Of course, go talk to them. I’ll wait for your update.”
What’s wrong? You handed control outside and left the game.
In a week you’ll get either “my partner is against it” or silence. Both are your loss.
“What exactly will your partner look at? Maybe I’ll send a deck?”
What’s wrong? A deck by email is the slowest, weakest way to transfer information.
They’ll open it in 3 days, skim it, and miss half of it.
“Okay, I’ll call your partner directly — can you share their contact?”
What’s wrong? Too direct. It feels like you’re bypassing your contact.
Their protective reaction: “I’ll talk to them myself.”
Quote
“Never let a decision happen in a room you’re not in. If you can’t be in the room, send your best advocate there: a clear, short text that takes 60 seconds to read.”
— Michael Bang, lesson #16 "Closing"Step 1. Acknowledge it (no pressure)
You hear “I need to consult” — calm:
Double question: 1) who, 2) what matters to them.
That gives you the context for the next step.
Step 2. Understand the second decision-maker
Your goal is to learn what’s critical for the second person, not for your current contact.
They almost always have different priorities.
💡 Shortcut
Most of the time, the second decision-maker is afraid of what your client is no longer afraid of. You already addressed your client’s fear. Nobody addressed the partner’s. Find the partner’s fear, and address it in the forwardable text.
Step 3. Choose the format: 3-way call or forwardable text
Once you have context, offer a choice:
Scenario A: They agree to a 3-way call
Lock-in script: “Great. I’m free Tuesday at 3pm or Wednesday at 11am. What works for both of you? And one question so it’s productive: what does [partner] want to hear first? I’ll prepare around that.”
A 15-minute 3-way call is 5x more effective than a week of forwarded messages.
Scenario B: They prefer a forwardable text
Ready template:
[Client name] and I are discussing [topic]. Here’s the short version so nobody has to retell it.
What we’re proposing: [one sentence]
Why: [outcome tied to their pain, 1 sentence]
How we measure success: [clear criterion in 30/60/90 days]
Price: [€ and payment format]
Key risks and how we address them: [1-2 bullets]
If you have questions, we can do a quick 15-minute call. If it looks good, we can start next week.
Scenario C: “I’ll explain it myself”
Script: “Got it. Then let me send you the same 5 points in one message so you don’t have to retell from memory. And if [partner] has even one question, send it to me and I’ll answer in writing within 10 minutes.”
Real dialog
€12,000 quarterly strategy consulting. Client: CEO of a digital agency with a co-owner.
Client:I like it. But I need to consult with my partner.
Seller:Makes sense. What’s usually most important for them — price, risk, timelines?
Client:Mostly risk. He always worries we’ll waste money.
Seller:Got it. Then two options. Either I write you a short one-screen text where we address the risks and how we manage them. Or we do a quick 15-minute 3-way call. What works better?
Client:Let’s do a call. He likes to ask questions directly.
Seller:Perfect. I’m free tomorrow at 4pm or the day after at 11am. And one question: what’s his biggest fear with projects like this? I’ll prepare a direct answer.
Client:Day after, 11. And his fear is we’ll pay and in a month realize we went the wrong way.
Seller:Got it. I’ll bring clear control points every 30 days. Talk then.
After 15 minutes with the partner, they signed within 48 hours.
6 ready-to-use lines
Checklist before you lock the next step
- Do I know the second decision-maker’s name/role?
- Do I know what’s critical for them (price / risk / timing / other)?
- Do I know their main fear in similar decisions?
- Did I offer a concrete format (text or call)?
- Do I have a one-screen structure / call agenda built around their fear?
Common mistakes
⚠️ What kills the deal
- Letting the client retell it. The partner gets a distorted version.
- Sending a long deck instead of a short text. Nobody opens random PPTs.
- Going directly to the second DM without consent. You burn trust with the first one.
- Not locking a return date. “I’ll get back to you” = silence.
- Not learning the second DM’s fear. Without it, your text/call misses.
Main takeaway
“I need to consult” isn’t a rejection. It’s passing the ball.
Your job is to not pass it silently.
Best tool: a quick 15-minute 3-way call.
Second best: a structured one-screen forwardable text.
Worst: “Explain it however you can.”
See also: “Let me think about it” — similar logic, different moment.
Frequently asked questions
Can you ask for the second decision-maker’s contact directly?
You can, but not right away. First understand what’s critical for that person. Then gently: "Maybe it makes sense to do a quick 15-minute 3-way call?" If the client is ready to share the contact, they’ll usually offer it. If not, work through a forwardable text.
What if the decision-maker is a spouse or a business partner?
That doesn’t weaken your position. It just changes the format. Same questions: what matters to them, what doubts they have. Often the spouse/partner worries about the same thing your client worries about, they just don’t say it out loud.
How long should you wait after "I need to consult"?
Lock a date in the same conversation: "When should we come back — Wednesday or end of week?" Without a date, "I’ll consult" turns into silence in ~70% of cases.
What if approval drags on for weeks?
That’s a signal you didn’t give the client the right tool. Ask directly: "What’s blocking a decision — do you need more info?" Often the second decision-maker doesn’t want more numbers. They want confidence.
Want to drill this on real calls?
At the masterclass we break down your real calls and messages. You bring 3 situations where the deal went sideways — we replay them live and build you a personal script.
Reserve my spot →