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of the equation. The masked marauders have the information edge. Three tips to help you identify who is wearing a mask.

1. Adopt a no-mask mindset
Adopt the mindset to disbelieve the decision maker, regardless of their title or believability. Be diligent in asking questions, even if you think you are talking to the real decision maker. Remember, nothing changes after the words EVEN IF.

Even if you think the CEO has the authority, ask three questions.

Even if your contact has identified himself or herself as the owner of the project, ask three questions. Perhaps they are planning on bringing someone into the project or want someone else to share in the responsibility.

2. Be prepared
Let's be honest, how do you ask someone if they are important or if you can skip them?

Are you important or just pretending?
So how do you really ask?

Prepare questions that you would really ask:

At the end of the day who will sign off on this project?
Is there anyone else you want to bring in to this process?
From whose budget will the funding come?

3. Practice asking the questions.
To better your odds that you will unmask the decision maker, ask a series of three questions. It is difficult for people to hide or pretend consistently through three questions.

Practice asking the questions out loud. Practice in front of a mirror.
Practice asking on a faux phone call.

Your goal is to get to conceptual agreement with the decision maker. Once you get conceptual agreement you have a baseline to hold them accountable later.

Perhaps most importantly, hold yourself accountable. Hold yourself accountable to ask the questions to find the authentic decision maker. Swords are bloody when you have to fall on them. Bloody once shame on them. Bloody twice, shame on you.

Learn more about this author, Leslie Ungar.
Click here to send this author comments or questions.

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