Career Skills for the New Economy

  STEP 2

MAKE SURE THE DECISION-MAKER IS “RIGHT” FOR THE TRANSACTION

Every person is a decision-maker by virtue of free will. But different people have decision-making authority in different spheres. You need to identify the decisionmakers who have the authority to act on what you are offering, who can engage in the transaction you propose. If you want the service manager in a car dealership to sell you a car, that manager is not going to do it, no matter what you say; although he or she will be glad to make arrangements to have your car fixed. If you want to buy a car, you need to talk to a salesperson. Likewise, if you are selling a car, you need to talk to the party who will make the ultimate decision about whether to buy it. The same is true ...