People rarely make important decisions alone. Even the person with the title, the authority, and the budget is usually checking with someone else before moving forward. The best salespeople understand that, ask the right questions early, and make sure the right people are involved from the start.

In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, talks about understanding who is actually involved in the decision making process. And realizing that there is always someone else than you realize.

This episode is for salespeople, and people leading salespeople, and gets to the heart of how sales professionals should ask to better understand internal dynamics and help prospects confidently move forward.

Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida

Key Takeaways:

– The most underrated part of the sales process may be the decision itself

– A “maybe” can be more dangerous than a clear “no”

– Buyers almost always consult someone else before making major decisions

– Titles and authority do not always reveal the full decision-making process

– Great sellers ask who else needs to be involved early in the conversation

– Asking “What do you think they’ll say?” uncovers hidden concerns

– Customers often need help defending a purchase internally

– Sellers should equip buyers with the right information and confidence

– Relying on secondhand selling creates unnecessary risk

– Professional sellers make sure decision-makers hear the message directly

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Helpful Links:

Sandler by the Ruby Group: https://go.sandler.com/therubygroup/

Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/