7/9/2025-“Put your manager on the phone, please.”

Written by

Neil Monnens

in

Daily Quote

“Decision is a sharp knife that cuts clean and straight; indecision, a dull one that hacks and tears and leaves ragged edges behind it.” Gordon Graham
SKILL

While you think it might be smart to treat everyone on the buy side like royalty, you still have to determine how much decision power each buyer wields. Until you know who can say “yes” – and who can’t – you risk spending too much time with those who don’t carry weight. (Ever hear this goodie? …don’t take NO from someone who can’t say YES.)

Don’t assume every buyer you meet with has equal decision-making power. And stop assuming that lofty titles infer decision clout.

Uncover where the decision-making power lies on each account… and spend your time with those* buyers.
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DO

Ambiguity has no place in The Sales Life.

Your job is to eliminate ambiguity in your conversations.

Your job is to find out if the buyer can say “yes” or “no.”

Ask, “How much buying decision do you own?”

The buyer may not be able to put a percentage on it, but you’ll hear clues as to where this person stands in the chain.
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OOMPH

Determining the power base of buying committees is pretty easy…all you must do is ASK.

In this Short, you’ll get a repetitive dose of “Who’s in charge, here?” Simply replace that mantra with something more tailored to today’s theme by asking, “Who owns the decision, here?” Ask it in every meeting.

If you feel you lack the confidence to ask that question, immediately seek time on your manager’s calendar or email Michael@MySalesDay.io. Seriously. You can’t go another day in your sales career without learning that sacred skill.
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