How to Sell to Multiple Decision Makers

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How to sell to multiple decision makers is the way many deals are done. Sometimes we know going into the sale there are multiple decision makers but too often you don’t know until it’s time to close there are multiple decision makers who will be involved.
There are two questions you need to ask early in the prospecting phase to help you find out if there are others that will be involved. I call them money questions;
"How have you made decisions like this in the past?"
"Are there others you think it might make sense to talk with and get their opinion?
One of the key things you're doing is finding out the role the person you're dealing with plays and the role others play. There are several roles people will play including; decision maker, influencer, road-blocker and personal agenda. The more you can know which role(s) each person plays the better off you will be.
Your end objective is to find who is responsible for the following, who will own it, who will approve it, and who will own it, and who measure the results.
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