Are You REALLY Dealing with the Decision Maker?

Sometimes when a salesperson thinks they have a sale locked in, it falls apart at the last second only because they weren't talking with the right person. A manager or owner comes in and quashes the sale - but if you had been selling to them, they may not have reacted the same way. Be sure you're only selling to people who have the power to actually make the decision to buy. If you don't, you may be wasting time.