Behind the words ‘lead’ and ‘prospect’ is a person and despite your desperation to know if you’ve got a qualified lead for your pipeline, resist temptation to ask the following questions:
Who is the decision maker in this process?
First of all, they might be the ‘decision-maker’ to you, but to your prospect they are a colleague or their boss, be careful on your use of language. Secondly, this question can belittle your contact and make them feel unimportant, you need this person to be your champion for your product or service, make them feel special. If you’re keen to find out who will have the final sign off you can ask in a gentler way, “So whose support will you need on your team in order to get this launched?” Make your prospect the hero.