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Do You Know Your Yes People?
Copyright © Bill Vannot - All Rights Reserved
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Who has the habit of saying "yes"? Who says "no" more
often? Do you know who has the authority to help you move
the deal forward?
Decision making capabilities are a mystery of life. Even
major orders can be held up because no one can cut a check!
Everybody says they are in command but do they have the
power to pay? You don't have to believe them. Don't believe
them. Put them to the test immediately.
Who has the authority to approve the order? Are funds
available at this time? Are you the one who can give me a
verbal okay to proceed? What hoops do we have to jump
through to proceed? Always avoid the spider web.
Some people are simply in another world. Some work in very
mysterious ways. You must untangle all of this. Is it a
family business? If so, try Pop first! Does each division
operate a separate show? One account can do things one way,
but that doesn't mean that the rest will be doing it the
same way. You can and will waste a ton of time if you let
things take a "normal" course, whatever that could possibly
be. It's your business to find out right away, who rules the
roost.
Your job is to always make things happen. You must know who
says "yes", who can say "yes," and who can only say "no."
People do buy from other people. You always sell to people.
How well do you really know your people and their people? If
you can't answer that question, you really need to work on
client profiles. Cheap index cards can help you keep track
of who's running the show. After all, their show is your
meal ticket. There is no time to waste running around for a
no, or forever slow answer. You won't pay your bills if you
do.
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