Stop Selling to One Person: How to Uncover the Real Buying Team Early

You just wrapped a great first call.

The prospect loves what you do. They’re engaged, open, asking questions. You leave the meeting feeling like this one’s moving.

Then… nothing.

They disappear. Or stall. Or tell you, “I need to run this by my team.”

Here’s the hard truth:

You were never talking to the team. You were talking to a person. 

In our course Conversations Made Easy, we teach this early and often:

“If you don’t know who else cares, you don’t know enough to win.”

Let’s fix that.

Why Selling to One Person Isn’t Enough

Every good company has more than one voice at the table.

If you’re not speaking to all of them, you’re not in control—you’re waiting.

Waiting for your “champion” to pitch your solution the way you wish you could.

Waiting for decision makers you’ve never met to greenlight something they don’t understand.

Waiting for momentum that never comes.

Sound familiar?

This is why uncovering decision makers in sales isn’t a “nice-to-have.” It’s survival.

The High-Stakes Mistake Most Sellers Make

Most professionals ask this question:

“Are you the final decision maker?”

Don’t do that.

It puts people on the defensive. It makes them feel small. And it rarely gets you a truthful answer.

Instead, ask like this:

“Anybody else going to feel left out if they’re not part of the next conversation?”

“Who else should weigh in so we don’t miss anything important?”

“If this moves forward, who’s most impacted by the decision?”

These questions are smart, respectful, and designed to identify the real buying team without ego or pressure.

What Happens When You Know Who Cares

Once you uncover the buying team, everything changes:

• You stop guessing what matters

• You avoid the “Let me check with someone else” trap

• You create buy-in instead of chasing approval

In Conversations Made Easy, we give you the phrasing, mindset, and process to do this without being pushy.

Because it’s not about force, it’s about leadership.

Red Flags You’re Missing Stakeholders

Not sure if you’re flying solo with a contact? Watch for these warning signs:

• They’re vague on budget

• They hesitate when you ask about implementation

• They use language like “we’ll need to bring this to the team”

Those are signals. You’re not talking to the full group, you’re talking to a scout.

Chris teaches that every strong conversation includes clarity about who’s at the table, and who’s missing.

The Fix: Lead the Expansion

Next time you sense you’re missing voices, try this:

“Totally get that you’re exploring this. If we were to move forward, who else would need to be involved to make this work?”

Or:

“If we’re solving something meaningful, I want to make sure I’m not missing key input from your side. Is there anyone else I should loop in?”

That’s how real client professionals lead.

You’re not just closing deals. You’re guiding alignment. You’re facilitating buy-in.

And that’s what gets approvals signed and projects launched.

The Bottom Line

You’re not in a real conversation until you know who cares.

Selling to one person is a stall waiting to happen. 

Selling to the right team is where deals get done.

Inside Conversations Made Easy, you’ll learn how to:

• Identify decision makers in sales early

• Ask better, low-pressure questions to expand the conversation

• Build momentum by including everyone who matters—before it’s too late

Enroll in Conversations Made Easy now 

and get the tools you need to lead high-trust, high-stakes conversations with confidence.

Because great sellers don’t wait for access.

They create it.