By Stephen Ekstrom | Founder of Fire Starter Brands
What you say matters very little compared to what the prospect hears. In a recent article featured on Inc.com, the author takes a look at some of the best ways you can improve your sales with one magically worded question.
"Who else is participating with you in making this decision?"
There are hundreds of ways to ask the fundamental question, "Are you the decision maker?" Some of those will isolate the contact; others may encourage the contact to respond defensively or inflate their sense of self worth, leading you away from the people you need in order to close the sale.
Building rapport and making that gate-keeper feel included will go a long way toward helping you achieve your goals.
Give it a try.