Answer:
a) Subtle questions to validate that the negotiator is the decision maker:
i) How is the decision to be concluded?
ii) Apart from you, who else will be involved in our negotiations?
iii) Who else on your team will be interested in learning about our negotiations?
iv) Would you like to get back to me later to finalize our agreements?
v) Is there any deadline for the negotiations to be concluded?
b) Actions to take if she is not the decision maker:
i) During initial negotiations, focus on the benefits of the product or service and not the details.
ii) Request to be connected to the decision maker.
iii) Research the decision maker in social media.
iv) Make enquiries from others about the decision maker?
Explanation:
In sales negotiations, it is always important to know the decision maker(s) and influencers as early as possible. The importance includes time saving and awareness of the initial details and type of information to be provided to each party about the product, among others. It is the decision maker(s) who will ultimately buy the product. Getting across to them early shows the direction of the sales process and saves the salesperson much stress and time.
In every sales situation, there’s always an indirect way to collect the data we’re looking for. Asking subtle questions to the negotiator will help validate if she is the decision maker without hurting her feelings.
