1. “Tell me about your decision process for purchases like these. What is it and who’s involved ?”
  2. “Do you have budget set aside for this purchase?”
  3. “What could get in the way of us doing business together  ?”
  4. “Who – besides you (of course) – will be part of this decision ?“
  5. “Can you think of anyone, who might want to see the presentation, before you need to make the final decision ?”