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    Do Business with the Right People
    By Jacques Werth, President High Probability® Selling

    When negotiating a sale, it is crucial to find out about everyone in the organization who may influence the sale – particularly those with fiscal responsibility, who may influence the terms and conditions of the deal. In each case, you must insist upon those people's participation. If not, you'll waste valuable time working on a sale that is most likely to get killed by someone whom you've never met.







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