"Every one of us in sales has experienced the horror of discovering that, after making the perfect presentation, handling objections flawlessly and closing the sale magnificently, alas (that's right, "alas") we were talking to the person who was NOT the decision maker," says sales trainer and author Bob Burg.

"In order to ensure to the best of your ability that doesn't ever happen again, make sure the person to whom you are presenting your product or service does in fact have the authority to make the final buying decision," suggests Burg.

"But how do you do that tactfully, gracefully? After all, you can't say, "All right pal, who REALLY is the head honcho here?'"

"Instead, near the beginning of your presentation, simply use the phrase, 'Dave, aside from yourself, who else is involved in the decision-making process?'"

"This way, you've allowed him to feel important and 'save face' while providing you with the decision-maker's name," says Burg. "Now, depending upon your unique situation and circumstances, you can approach the sale correctly."

Bob Burg speaks on "Endless Referrals" and "Positive Persuasion." He is author of "Endless Referrals: Network Your Everyday Contacts into Sales," "Winning Without Intimidation: The Art of Positive Persuasion" and co-author of "The Go-Giver." Visit Bob at www.burg.com