Gitomer: Who is the real decision maker? Find out or lose the sale

The prospect tells you, “I only need one more approval and the order is yours.”

For joy, for joy — the order is mine!
— Eh, eh, eh  — don’t celebrate too soon. The one last person needed to approve, is the real decision maker. The boss. The guy you were supposed to be talking to in the first place. The one person who can say “no,” and there’s no possibility of reversing it. Rut-row.

Read more in today’s Small Biz Strategies column by Jeffrey Gitomer.

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