Question: All of the following are questions to ask while discussing authority EXCEPT:
- “How have decisions like this been made in the past?”
- “Who else needs to be involved in this decision?”
- “Do you typically discuss things like this with anyone in your family or with another trusted advisor?”
- “Are you the right person for me to be talking with?”
Explanation
In HubSpot’s explore phase, authority should be discussed in a way that helps uncover the buyer’s decision process without creating defensiveness. Effective questions identify how similar decisions are made and who influences or approves them. Asking whether the current contact is the right person can sound dismissive and may weaken rapport. The better approach is to understand decision involvement through BA rather than challenge the buyer’s role directly.
Why the other options are incorrect
Past decision process helps uncover how similar purchases have been handled before.
Other decision participants helps identify who needs to be included before moving forward.
Trusted advisor is relevant when personal or external influence may affect the decision.
Source for verification
https://academy.hubspot.com/lessons/understanding-the-buyers-context
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