Posts Tagged ‘Husband And Wife’

How often are salespersons found to be surprised, even shocked, when we do not close a sale that we thought was a “sure thing?”  This happens too often.  One of the principal reasons this happens is that the salesperson was never actually dealing with the REAL decision maker.  For the purpose of this article the term “decision maker” will mean the individual or the set of individuals required to approve a purchase. As the great J. Douglas Edwards was fond of saying, “If we are NOT talking directly to the decision maker, pack up and leave; unless we just want to ...