Why would you want to keep on wasting precious time talking to people who aren’t even part of the decision-making process?
It doesn’t make sense right? But unfortunately, a lot of salespeople do this. They would constantly hope and pray that the other person on the line makes the decisions only to be frustrated in the end.
While getting information about who the decision-makers or influencers are in a company is crucial, you also want to sound as natural and as neutral as possible so you always have control of the conversation.
There’s a better way to probe or ask the question subtly. Check out this short video.
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