Connect With the Buyer
By Joe TakashTen-year old Billy Johnson just got home from school. He’s been thinking about an ice cream bar all day. He wants it badly. Unfortunately, the only person at the Johnson house is his teenage sister, Susie. As Billy approaches her, she quickly anticipates his agenda and cuts him off. “Billy, you can’t have an ice cream bar. It’s too close to dinner and it will ruin your appetite.”
It’s over. Billy’s cooked without a chance to negotiate or be heard? Why? He didn’t reach the ultimate decision-maker. But wait, who’s that walking in the house in good spirits and a … Read the rest