Questions Designed to Uncover the Decision Making Process

It appears to me there are many b2b sales people who are looking for a blueprint regarding what questions can I ask to uncover information. Since the decision making process is one of the most important piece of information to learn, I am providing a list of four good questions to ask.

Why is it important to understand the decision making process?

Because first you need to verify who will be making the decision. Second, you want to know about who could step in at the last minute and unravel all your previous hard work. And finally, how many people are going to be involved in the process. You may have to make more calls than you expected to insure a valuable decision.

Okay, so what are these four questions to ask? Here are my four favorites…

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