Overcoming the "I'm The Decision Maker!" 
When a prospect confidently declares, "I'm the decision maker!" it might sound like they have full control, but that’s not always the case. In most companies, decisions are rarely made by just one person; they typically involve input from others. What they might not be saying is, "I'm not the only one who needs to approve this," or "I usually run it by someone else before making a final decision."
Here's how you can dig deeper and uncover the full story:
Scenario:
Prospect: "I'm the decision maker!"
You: "I understand, but just to clarify—most CEOs or Sales Directors usually consult with others before finalizing a decision. Are you saying you don’t need to do that in this case?"
This question challenges their initial claim and encourages them to be more transparent. Often, they’ll admit that others are involved in the decision-making process.
Prospect: "Well, I do need to run it by my team."
You: "I appreciate your honesty. What happens if your team says 'no' but you're still on board with the decision?"
This follow-up question helps you understand the internal dynamics and prepares you to address any potential objections from other decision-makers.
The key here is to recognize that when someone claims to be the sole decision-maker, they might be oversimplifying the process. By gently challenging their statement and probing for more details, you can uncover who else is involved in the decision and how you can address their concerns as well. This approach not only helps you navigate the sales process more effectively but also ensures that you’re prepared for any roadblocks that might arise.