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so there's two questions that every salesperson would like to have an answer to and that is who is the decision maker and how soon is the decision going to be made the problem is you just can't ask that straight out it comes across way too aggressive and too salesy you've got to be careful there you've got to kind of back door into this how do you do it well it's really simple once again you use this approach of the dance you have to give a little information first before you ask the question and then you ask the question and they'll respond back ingly you go through this dance right so what's the question well first of all to set it up you're giving some information and do so about the timeline no matter what you're selling there's probably some sort of timeline if you're in the software business there's usually a development period if you're in manufacturing there's a build out period there's a backlog even if you're selling something on the phone there's probably a shipping of five to seven days if you're in retail there's probably a back storage room that it might take you five or ten minutes to go get something use this to explain to the person timeline hey it's going to take about four weeks to have this ready for you and then you turn it and you ask the key question how soon do you need this and then you wait let them respond and they will tell you well I'm looking for this in four or five weeks and so yeah we better get going on this then you immediately follow up with the decision maker question don't say the word decision maker decision maker is a bad you don't want to mention those words what you want to do is you want to ask what is your process or who else is involved with this and then once again you sit back and wait they will respond ingly and there you have it you've just gained insight into who is the decision maker Who's involved with the decision-making process and you've also gained information on the timeline and this is a great way as you're leading up to a close you now have a lot of the information you need but again I warn you you can't ask these straight out if you do so it's going to come across silsy I usually wait a little deeper into my presentation and then I'll talk about the timeline and that's your window that's where to ask these questions is when you bring up the timeline remember how soon do you need this and who else is involved in the process you'll find that these two questions do wonders at getting the information that you need thank you for watching and I want to invite you to visit my website blazersales.com where you'll find more content if you learned something new today please hit the like button and subscribe to the channel