In a sales process, you’d probably like to know right from the start who is responsible for making the final decision, yet when you begin by asking who makes the decision(s), you run at least two risks:

1. Each person you talk to will likely consider him or herself as a key decision maker, which may shut the door to talking to others.
2. The client may be wary of sharing too much about their decision‐making process too soon.

To get accurate information and to help clients feel safe about sharing decision process information, begin by getting information about what they’ll be doing to make decisions— specifically, the steps they’ll take, the decision they’ll make in each step, and when they’ll make each decision.

Sales Tactics – Mastering the Art and Science of Asking Effective Questions « The Edge of the Wedge.