This month we will cover the second step of the process, Determining How Decisions are Made and Execution Happens. Yes, it’s a long title but I am a poor “headline” writer. If you want, just call it Stage 2, it’s a whole lot easier that way.
This has probably never happened to you, but it has happened to other salespeople, even to salespeople you probably know very well, very very well. It certainly has happened to me.
• “So, Mr. Bigshot, if I understand what you are saying, you have absolute authority to make the buying decision, is this correct?” the young sales rep asks.
• “You betcha,” says Mr. Bigshot (let’s call him “BS” for short).
• “That’s great!” says the rep. “It always helps to speak right to The Man.”
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This article will be available online on 10/01/2008
