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Decision-Maker or Decision-Faker?
Excerpt from the book "Chase the Championship - Kicking Ass, Taking Names and Becoming a Dealmaker!" Stay far away from the boss’s underlings when you are in search of a decision. The heads of Marketing, IT, Human Resources, or whoever else is part of the “decision-making chain” for the product or service that you are selling should never be the people that you go after for a commitment.
The Greatest Story Ever Sold
Back in the late 1980’s, the Honda Motor Company ran a memorable series of commercials, the basic premise of which was that the company’s cars were so amazing, they sold themselves. This commercial’s “hook” was that it featured a salesman who was bored out of his mind and had nothing to do because the cars were so in demand they were practically walking off the lot. The brand’s slogan at the time was “Honda, the car that sells itself.” Ha!