Remember the two bulls on the hill scouting out the herd of heifers down below? Newby sales people, like young bulls, barrells down the hill, pot holes unchecked, into sales opportunities. The sales pro, migrates with care, entering sales cycles at the right time and the spending time on the right ones. The ones with the highest shot at closing. A hard skill to learn; knowing when not to play when all the cows appear inviting.

Sales wins are built with several blocks; understanding prospect neeeds, having a product that fixes needs, and the series of conversations to uncover needs and to present soluions with key decision makers. Behind scenes decisions may be made which seem to conflict with the normal turn of events. 

The political landscape, dotted with mines, needs to be considered. The sales person, would good access to middle management and user level, can be oblivious to the real decision process being made several offices higher. What is the answer? 

If the buyer is a liar, good luck. But asking the right questions early can help. Get the prospect to unfold the map which is the decision process. Signpost major events and requirements, like assessment, demo, decision date. Work to each sign post of course, and ask about the decision makers the people that hold budget and the real power in the organization. Ask the prospect to introduce you to the power. 

Often, this request to meet power, stalls and does not fly. Reasons may be fear of losing control by initial prospect, or ego driven. However, the rebuff now to your power request, is less painful and costly then losing the deal after much work and too much time. Stick to your guns, and get the data needed to make good sales process decisions. 

BANT, the IBM standard, guides the question process. This is best done early, in the first or second conversation with the prospect. Budget, Authority, Need and Timeframe. The conversation may go like this: 

Thanks, and our company has a process that works well for our customers. First we learn about your ......