If for some reason you cannot get the decision-maker in the room, then the next question you need to ask is, “So thinking of Jody, what are some of the questions and challenges she will throw at you in regards to (list what you are trying to implement)?”
This will get the person you are meeting with to think from Jody’s perspective instead of their own and ask you some more challenging questions. It will also give you a good chance to learn what Jody may be like and offer suggestions on how to proceed.
For more examples on closing sales take a look at Anne’s book, Outcome Focus® Approach: How to Open Doors and Close More Sales. Go to the Store tab and click on Books.