The four-legger
Every decision-maker in the room: two people, four legs.
What it is
A "four-legged" meeting has every person who signs off on the decision present. The opposite, a "one-legger", ends with "I need to talk to my partner" and the deal stalls. Some teams also use the term for a joint call with two salespeople.
How to use it
- Ask early: "Apart from you, who else is involved in deciding on this?"
- Book the meeting when everyone who decides can attend, even if that means waiting a week.
- If someone cannot make it, agree what they will need to see, and offer a short follow-up call with them.
What it sounds like
You: Before we book, who else would want a say in a decision like this?
Prospect: My business partner, Dan.
You: Great. Shall we find a time that works for both of you, so you can ask everything in one go?
Where it goes wrong
Do not refuse to talk to one decision-maker. Just be clear that you will present once both can see it.