QUOTE : Or “I see. Can you point me in the right direction then, please?” Or “Okay, perhaps you can help me. Who would be the right person for me to speak with about ordering your (training, software, and so on) supplies?” These techniques are great for finding the right person or department to speak with, but the power of this technique goes far beyond that. Use the following types of “help” questions once you do reach the appropriate prospect: “I'm glad I got in touch with you. Perhaps you can help me understand how you handle your (training, software, and so on) process. How do you get involved in that?” Or “I'm glad I got in touch with you. Perhaps you can help me. How does the ordering of the (training, software, and so on) process go?” And “_________, we have a lot of solutions that may be a fit, but I don't want to bombard you. Perhaps you can help give me a brief understanding of who handles what, and then I'll be able to know who would be the best person for this. Let's start with you—what do you take care of there?” And “_________, could you help me understand how this flows at your company? Who handles (training, software, and so on)?” And “_________, help me understand how the decision process works over there. How do you get involved?” And “Perhaps you can help me. I'm sure you've got a lot of people handling different things. Let's start with the part of the process you handle. What part is that?” Layer with: “And who handles the other parts?