Stop Wasting Time on the Wrong Prospects: How to Truly Identify Sales Cycle Stages and Contact Types

The Hard Truth About Selling to CEOs

Here's a cold, uncomfortable truth most sales professionals don't want to hear: just because you're talking to a CEO doesn't mean you're close to closing a deal.

In fact, thinking you're "good to go" simply because a high-ranking title shows up on your Zoom call could be the fastest way to kill your sales momentum.

The dirty little secret in sales today is that decision-makers are not always who they seem. If you don't understand exactly where your contact stands in the sales cycle, you're wasting valuable time. If you want to become a true sales closer, you must dig deeper.

Let’s dive into how you can master identifying sales cycle stages and contact types, avoid costly mistakes, and ultimately boost your closing rate like never before. If you’re serious about not becoming just another "nice try" in someone’s CRM, keep reading.

Why Titles Can Be Misleading

Most people naturally assume that speaking with a CEO or Vice President guarantees they’re talking to the ultimate decision-maker. That is not always the case.

Often, C-level executives initiate conversations simply to gather information. They might be researching, exploring, or even comparing, but they are not committed buyers yet. They might not even be the ones signing off on anything.

This is why identifying the actual role your contact plays is critical. Are they a researcher, an influencer, a recommender, or the final signatory? Each role requires a different strategy and a different pace.

Ask the "Trigger" Question

One of the most straightforward yet disarmingly effective questions to ask is:

"Is this something you're looking to pull the trigger on now, or are you thinking about next quarter or even next year?"

This simple phrasing does something magical. It forces the contact to reveal their true timeline without feeling pressured.

Their answer gives you immediate, unfiltered insight into where they are mentally and emotionally within the sales cycle. From that moment on, you can adjust your strategy to match their real buying readiness, not your hopeful assumptions.

Understand the Real Power Players

You must go beyond the initial contact to uncover the internal dynamics at play. It is common to be talking to someone enthusiastic who simply does not have purchasing power. An influencer can hype your product all day, but if they cannot authorize a purchase, you are stuck in limbo.

It is not about disqualifying influencers. It is about strategically using them as stepping stones to reach the actual decision-makers. Knowing how to map out an organization’s buying network is just as important as delivering the perfect pitch.

Using Social Media to Build Multiple Contact Points

Savvy sales professionals do not stop at a single conversation. They know how to leverage platforms like LinkedIn to establish connections across the entire decision-making ecosystem.

Rather than being bottlenecked by a single gatekeeper, you should actively connect with others in the organization, including CFOs, directors, and procurement managers, anyone who can influence or authorize the deal.

This diversified approach increases your visibility, credibility, and trust within the company. It also prevents you from becoming a casualty of "Oh, I forgot to bring this up in the meeting."

How Ashkan Rajaee’s Methods Revolutionize Sales Conversations

Ashkan Rajaee, an industry leader known for cutting through sales fluff, consistently stresses one point:

Success in sales is less about who you talk to and more about how you qualify them.

He has perfected a method that relies on human psychology, organizational mapping, and subtle pressure-testing questions to flush out true buyers from casual information gatherers.

Rajaee's techniques emphasize relationship building without being overly reliant on a single "yes." This ensures a healthy pipeline that can withstand internal company politics, shifting budgets, and even leadership turnover.

Conclusion: Sell Smarter, Not Harder

Sales success does not come from chasing titles. It comes from mastering the science of understanding buying behavior.

By learning to:

• Ask powerful qualifying questions,

• Identify the true decision-makers,

• Build multiple internal connections through social media,

you will become a closer that companies respect and trust.

Stop wasting time on prospects who were never serious. Start navigating the real buying journey like a pro.

If you take Ashkan Rajaee’s advice seriously, you won't just improve your sales performance. You will completely transform the way you see the sales process.

Ready to change your sales game forever?