The One Question That Reveals the Real Decision-Maker

In this episode, Lucas and Luna explore a specific technique for identifying the true decision-maker in a B2B sales process. Lucas shares a case from a cybersecurity software deal where the rep asked a single question — 'Who else needs to sign off on this?' — and discovered the real economic buyer was three layers above the contact they'd been pitching. They discuss why direct questions about authority often fail, how to reframe the question as a logistics check, and why the answer can save months of wasted pipeline. Luna pushes back on whether this works in enterprise sales with complex buying committees, and Lucas offers a concrete script to try on the next call. #Sales #Negotiation #B2BSales #DecisionMaker #BuyingCommittee #SalesTechnique #ClosingTheDeal #SalesStrategy #RevenueGrowth #SalesTips #SalesProcess #EnterpriseSales #SalesTraining #Business #BusinessPodcast #FexingoBusiness #SalesConversations #Podcast Keep every episode free: buymeacoffee.com/fexingo