It's simple. They don't make sure ALL the parties are present when a proposal is made, and then when they ask for the sale.
How many times have you heard, "Sounds great, let me just run this by so-and-so..."
AAAUUGGGHHH! I hate those words.
It happened to me last week, which was a good reminder on the importance of making sure you know how a decision is made within an organization, and who makes that decision.
I was asked about helping a company with some sales consulting. I was interested, met with them, gave them a proposal, and then asked for a decision once all of their questions appeared to be answered. Then I found out that one of their partners wasn't able to attend, but they would pass along the information I gave them to him.
OH! I couldn't believe that I had forgotten to make sure every decision maker was at the table! Hey, not even sales and marketing bloggers are perfect...
It was a great reminder for me, so I'll remind you as well: Make sure you ask, "Who will be making the final decision?" or "Tell me who all is involved in making the decision on this project?" Trust me, it will save you a lot of pain, heartache and frustration.
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