2.5 The most powerful qualifying question you can ask is (AND IT MUST BE ASKED EXACTLY THIS WAY): "Bill, how will this decision be made?" Bill will give you an answer. AND YOU FOLLOW UP WITH THE QUESTION: "Then what?" And Bill will begin to give you the saga about how the decision is really made. You ask "then what?" four or five times and PRESTO!, you'll have the name of the real decision maker.
