Getting to know your customer is only the beginning of your sales and business relationship. You must also learn about his colleagues and supe­riors who “call-the-shots” on purchasing decisions. Here’s the number-one question to ask:

“Take me through your decision-making process.”

This question helps you anticipate sales problems before they rear their troublesome heads—impressing your customer with your sensitivity to the fact that other employees have a say in these decisions.