Small business answers — NOW!

Staying close to the decision-maker

Question
What can I do when the CEO commits to a big order but delegates to a lieutenant who wants to kill the deal? 
Answer
You must find some way to stay in touch with the person who made the commitment.

Try an approach like this: “Mr. CEO, I am happy to work with whomever you designate. However, in my experience, sometimes others don't see the vision you may have. I deeply appreciate your commitment, and I want these programs to turn out as well as you hope they will. In order to ensure that will happen, I would like to give you periodic updates myself. I promise not to take much of your time. "

This keeps the door open to future communications. 
Brain Trust contributor: Author of The Words Lincoln Lived By and Time Tactics of Very Successful People
Related Categories: Communication, Negotiating, Selling
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