How to Verify a Seller Is the Actual Decision-Maker

When you’re negotiating with a motivated seller, it’s easy to assume that the person on the phone is the person who calls the shots.

But often, that’s not the case. Many deals stall or fall apart because the real decision-maker was never in the room.

If you’re not speaking to the person who actually holds the power to say yes, you could waste time, lose momentum, or unknowingly sabotage a deal that was otherwise winnable. In this article, we’ll break down:

• How to spot when you’re not talking to the true decision-maker

• What motivated sellers often won’t tell you outright

• Subtle scripts to uncover the real authority

• What to do once you’ve identified who actually needs to hear your offer

Let’s dive in.

Why Sellers Sometimes Hide the Decision-Maker

It’s not always intentional. But many sellers don’t reveal that they’re not the only voice in the decision. Why?

• They don’t want to seem powerless

• They think they can persuade the other person later

• They believe they are the decision-makers, but they’re not

• They’re afraid it will complicate or delay the process

Regardless of the reason, this missing piece of the puzzle can completely shift your strategy.

Signs You’re Not Talking to the Real Decision-Maker

If you want to close deals faster, you need to learn to spot subtle cues that tell you the person you’re speaking to might not have final authority.

Red flags include:

• "Let me talk to my [spouse, sibling, parent] and get back to you"

• Hesitation when it’s time to commit

• Avoidance of direct answers to pricing or timeline questions

• Vague objections like "I’m just not sure right now"

• Statements like "We’ll think about it" instead of "I’ll think about it"

Pro tip: Listen for plural language, "we" instead of "I." That’s a clue there’s someone else whose opinion matters just as much or more.

How to Gently Surface the Real Decision-Maker

You don’t want to call them out. You want to invite the truth, in a way that feels supportive and helpful.

Try asking:

• "Besides yourself, is there anyone else involved in making this decision?"

• "I want to make sure I’m being respectful of everyone’s input, who else should be part of the conversation?"

• "Would it make sense for us to schedule a time when everyone who’s involved can hop on the call?"

• "When we move forward, is there anyone who’d need to sign off before we finalize?"

These questions feel collaborative, not confrontational. That’s the key.

What to Do When You Find the Decision-Maker

Once you know who holds the power, don’t push. Instead:

• Ask if they’d be open to joining a future call

• Offer to create a summary of what you discussed to bring them up to speed

• Show respect, never make the other party feel like their input didn’t matter

You want to build a bridge to that final decision, not bulldoze your way in.

How to Present Offers That Satisfy Everyone

When multiple parties are involved, frame your offer with shared benefits. Focus on what everyone gains:

• Speed and ease of closing

• Certainty and security of the process

• Flexibility around move-out timelines

• Freedom from ongoing repairs or legal issues

Avoid using pressure tactics. Instead, position yourself as the calm, confident solution that satisfies all sides.

Bonus Tip, Get Buy-In Before the Close

Before you make your formal offer, ask:

"If the numbers and terms make sense, are there any other decision-makers you’d want to loop in before we move forward?"

That one question can save you hours of back-and-forth.

Final Thoughts

Motivated sellers want clarity, simplicity, and confidence in the path forward. But when someone else is silently holding the reins, your job is to surface that truth with empathy, not ego.

The faster you identify the true decision-maker, the faster you can present your offer, handle objections, and guide everyone to the close.

Want help surfacing the right leads, the ones who are ready to say yes? Goliath Data gives you real-time insights on motivated sellers, helping you strike first with confidence and clarity.