Never EVER ask this question on a sales call...

"Are you the decision-maker?"

- If they are, they'll most likely say they're not. Who wants to admit they're the right person to then be sold to & pressured for a commitment?

- If they aren't, their ego will often kick in. Who wants to admit they're less important?

Obvious right?

Though I see this mistake made all the time. 

Alternatives - 

"How does your decision-making process normally work?"

"Who's typically involved in these types of decisions, alongside yourself?" (include them, make them feel good)

"When I've worked with similar organisations previously, they usually include X, Y, & Z. Is that also the case here?"

"Would you mind walking me through your decision-making process so we're on the same page?"

#sales #selling #decisionmaking 

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