January 10, 2003, Newsletter Issue #90: The Decision-Maker

Tip of the Week

To get to the `real` decision-maker, qualify right up front when you`re initiating the sales call. With innocent questions, you can determine if you`re talking to the right person. As you enter your sales process, the best questions to ask that will help direct you to the `real` decision-maker is: "How will this decision be made?" "Who will be involved?" If there are more than one involved, include them all in your process.

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