Be discerning of where the actual sale happens and sell there too. Do not let your mingling with executive power cloud your judgment. Simply because the bosses okayed it does not mean that the sale will happen. That the Chief Financial Officer (CFO) of the hotel agrees to install your bank’s Process Data Quickly (PDQ) machine is half the sale.
The other half is tougher because installing doesn’t mean using. A PDQ is the gadget buyers insert their bank card in, to make payment with. At the hotel, your PDQ will not rest with the CFO upstairs; it will be at the reception downstairs competing for attention with other PDQs!
