Consensus is What Counts

Decisions require consensus, not just the action of one individual, no matter at what level.

Getting your prospect’s CEO on your side and expecting them to force their wishes on the organization may seem to be a sure way of speeding up the sales cycle.  In fact, this top-down approach may have the opposite impact and build either subtle or vocal consensus against the sale.  Quite simply, individuals at all levels enjoy being asked for their opinions instead of being told what to do.