Menu Selling 180 0
  • Blog
  • Tom Tips
  • Toolkit
  • Services
  • About Tom
  • Contact
  • Sign in
  • Your Cart is Empty
Selling 180
  • Sign in
  • 0
  • Blog
  • Tom Tips
  • Toolkit
  • Services
  • About Tom
  • Contact
Access Denied
IMPORTANT! If you’re a store owner, please make sure you have Customer accounts enabled in your Store Admin, as you have customer based locks set up with EasyLockdown app. Enable Customer Accounts

Identifying Decision-makers

I see so many people struggling to get in front of the absolute decision-makers on a deal. There’s one question you can ask that will help you get straight to the source every time: “Who else cares?”



As you’re talking with your prospect about an opportunity and uncovering the problems that have driven them to seek help, ask, “Can you give me a sense of who else cares about this?” You could preface it with something to the effect of, “You know, based on my experience, even though you're the primary decision-maker, I’ve found that there are other people involved who also have a stake in the problem you’re working to solve.” It's your job to create an environment wherein they feel comfortable telling you the truth, and this is the place to start.

If you ask a question like, “Are you the one who makes the decision?” they're going to tell you yes; it’s a question designed to force a lie. By keeping your inquiry open-ended, you will get much more useful insight into who you need to invite to a follow-up conversation.

Asking “Who else cares?” is crucial to effectively selling, prospecting, and qualifying. Don’t waste your time inadvertently excluding key decision-makers. Eliminate the element of surprise. Be vigilant about getting in front of the right people going forward.

Onward.
Tom


Want more tips from Tom? Watch our Tom Tips Videos >>




Also in Tom's Blog

Talk Less
Talk Less

Read More

Your Only Competition Is You
Your Only Competition Is You

Read More

Is There Anyone I Should Talk To?
Is There Anyone I Should Talk To?

Read More

Subscribe

Learn what to say and how to say it. Sales advice, free templates & more.

+Recent Articles

  • Talk Less
  • Your Only Competition Is You
  • Is There Anyone I Should Talk To?
  • Saying No
  • Caring
  • Don’t Scurry
  • Stop Complaining
  • Good Starts
  • Pain
  • Referrals From People Who Know You
Invalid password
Enter
  • Selling 180° Coaching
  • Free Shipping
  • 100% Guarantee
  • Privacy Policy
  • Terms of Service
  • Your privacy choices

Learn what to say and how to say it. Sales advice, free templates & more.

© 2025 Selling 180.
Powered by Shopify

Buy The Book

The Selling 180° book teaches a new mindset and approach to selling and offers practical tips and scripts that you can immediately apply.

Available on Amazon ›