Aug 20, 2024

When closing a first meeting, call, demo, etc., ask what the buying process looks like. Ask the person/people on the other end if they typically sign off on products/services like yours. If not, who does? What does that process look like? How long does it take? These are straightforward reasonable questions your immediate contact(s) should have no trouble or resistance answering. If they do, that's a red flag. Often times however, they'll open up an provide insight into the buying process you otherwise would be in the dark about. 

And a bonus pro move, when they tell you who signs off, ask for a meeting with that person. Include your contact(s) in the process. Ex: "Can we set up a meeting with Jane Buyer and get the 4 of us on a call, say Thursday or Friday at 2 or 3pm ET?"