Finding sales prospects, first basic rule: You can make a sale only if you deal with the person who can say Yes to what you offer.

That’s obvious enough, especially if you’re selling to individuals.

But it’s more difficult if you’re selling to organizations. The selling skills you use in finding prospects within organizations in both the public and private sectors is more complicated, as these organizations are filled with people who have only negative decision-making authority.

That is, they have the authority to say No to you, but, no matter what or how good a deal you offer, they’re just not able to say Yes. Saying yes is just not in their job-description. Continue reading → Finding sales prospects: three basic rules for locating the decision maker who can in fact say yes to what you offer