How to Handle "I Need to Get Approval from My Team" in Healthcare & Medical Devices Sales
Expert framework for overcoming the "I Need to Get Approval from My Team" objection in Healthcare sales. Proven 3-step method with industry-specific examples.
ScriptFly AI Team
Expert Sales Trainers
How to Handle "I Need to Get Approval from My Team" in Healthcare & Medical Devices Sales
You're mid-pitch, feeling the momentum, and then it hits: "I'll need to get approval from my team." Those eight words can turn a promising sale into a dead-end faster than a code blue in the ER. But what if you could transform this objection from a roadblock into a strategic opportunity?
Why Healthcare Prospects Say "I Need to Get Approval from My Team"
In the high-stakes world of healthcare and medical devices, decisions aren't made in a vacuum. Every purchase impacts patient care, institutional budgets, and complex regulatory landscapes. Your prospect isn't just buying a product – they're navigating a multilayered decision-making ecosystem where risk mitigation is paramount.
The Real Reasons Behind This Objection:
- Fear of making an independent decision that could impact patient outcomes
- Complex organizational hierarchies with multiple stakeholders
- Compliance and procurement protocols that require collective input
- Budget constraints and need for comprehensive financial review
- Risk of being personally accountable for a significant investment
The Wrong Way to Respond (That Most Reps Do)
Most sales reps hear "team approval" and immediately go into panic mode. They start apologizing, offer to wait indefinitely, or worse – promise to follow up "whenever is convenient."
Don't:
- ❌ Say "No problem, just let me know"
- ❌ Send generic follow-up emails that get ignored
- ❌ Passively wait for the prospect to drive the process
The 3-Step Framework That Actually Works
Step 1: Acknowledge Without Agreeing
Validate their process while maintaining forward momentum. Show you understand their institutional complexity without letting the conversation stall.Example Response:
"I completely understand the need for a comprehensive team review. Given the potential impact on patient care and your clinical workflow, that makes total sense. What specific criteria will your team be evaluating?"
Step 2: Reframe the Conversation
Transform "team approval" from a potential dead-end into an opportunity for collaborative problem-solving.Example Response:
"Walk me through your typical evaluation process. I'd be happy to prepare materials that directly address your team's key decision-making criteria."
Step 3: Ask a Diagnostic Question
Use strategic questions to understand the real dynamics of their decision-making process.Power Questions to Ask:
- "Who else, besides yourself, needs to be involved in this decision?"
- "What specific outcomes is your team looking to achieve?"
- "What potential concerns might your colleagues raise about this solution?"
Real-World Example: MedTech Solutions
When MedTech Solutions was selling advanced diagnostic imaging equipment to Kaiser Permanente, they encountered the classic team approval objection. Instead of backing down, their rep mapped out the entire decision ecosystem.
What Happened: By proactively identifying key stakeholders – from the Chief Medical Officer to the procurement team – they created a tailored presentation addressing each group's specific concerns. They even prepared side-by-side comparison documents showing ROI and patient care improvements.
Key Takeaway: Understanding the decision-making landscape is more important than any single pitch.
Industry-Specific Considerations for Healthcare & Medical Devices
Healthcare purchasing isn't just transactional – it's a strategic, multi-layered process with significant implications.
- Compliance Requirements: Every decision must align with strict regulatory standards
- Average Deal Size ($75,000): Requires comprehensive, risk-mitigated approach
- Typical Objection Triggers:
5 Variations You Can Use Tomorrow
Variation 1: The Empathy Reframe "I know making this decision impacts more than just your department. How can I help make your team's evaluation process smoother?"
Variation 2: The Social Proof Angle "Similar healthcare systems we've worked with found our implementation process actually simplifies team decision-making. Would you be interested in hearing how?"
Variation 3: The Risk Reversal "We're so confident in our solution that we offer a comprehensive pilot program with zero upfront commitment. This lets your team evaluate without financial risk."
Variation 4: The Future-Pace "Imagine presenting a solution to your team that not only meets current needs but anticipates future challenges. That's what we're offering."
Variation 5: The Direct Challenge "What specific concerns might prevent your team from seeing the value we can deliver?"
Common Follow-Up Objections (And How to Handle Them)
"We need more time to review" → Offer a structured, time-bound evaluation framework with clear milestones.
"Our current solution works fine" → Highlight specific, measurable improvements your solution provides.
"The budget might not approve this" → Prepare a detailed ROI analysis that speaks directly to financial decision-makers.
The Bottom Line
Handling the "team approval" objection isn't about tricks – it's about strategic partnership. You're not just selling a product; you're providing a solution that can transform patient care and institutional efficiency.
Quick Win: Map out your prospect's decision-making ecosystem before your next call. Know who needs to be convinced and why.
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Common Questions About This Objection
When is the best time to use this objection response?
Use this response immediately when you hear the objection. The key is to acknowledge their concern authentically before reframing it. Timing matters—respond too quickly and you seem dismissive, wait too long and you lose momentum.
What if this script doesn't work for my specific situation?
Every prospect is different. Use these scripts as frameworks, not word-for-word responses. Adapt the language to match your industry, product, and the prospect's communication style. The underlying psychology remains the same.
How do I practice these responses effectively?
Role-play with a colleague or record yourself. Focus on tone and delivery—confidence matters as much as the words. Practice until it feels natural, not scripted. The goal is to internalize the framework, not memorize lines.
Can I combine this with other objection handling techniques?
Absolutely. These responses work well with techniques like the "Feel, Felt, Found" method or the "Boomerang" technique. Layer multiple approaches for complex objections, but keep it conversational—never sound like you're running through a checklist.
How many times should I try before moving on?
If you've addressed the same objection 2-3 times using different angles and they're still not budging, it's likely not a real objection—it's a polite way of saying no. Know when to pivot or disqualify the prospect to focus on better opportunities.
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