License to stall

Dear vendors, I’m delighted to tell you that I’m a yes man!

In business to business sales, you will encounter three kinds of people:

The vast majority, empowered to stall, to ask for more information, to delay, to send you after the broomstick of the wicked witch of the west.

A smaller population that can stall but also have the authority to say no.

A tiny portion of your meetings will be with people authorized to say yes (and some of these people are foolish enough to do the other two tasks, just for kicks).

via Seth’s Blog: License to stall.