Close Deals Faster

Close Deals Faster

It is always easier to start at the decision-making-level and be delegated down than it is to start at the bottom and be sponsored up. Why? Traditional low- and mid-level contacts maintain existing relationships, but cannot authorize new purchases. For them to sponsor you up the chain means that they have to put their job or reputation on the line, which most people are not willing to do. If they are, it will take longer because they will mitigate their risks first. Remember, traditional contacts say “no” because they cannot say “yes.” Never take “no” from someone who cannot say “yes.”

All contents copyright © 2013, Josh Lowry. All rights reserved.


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