We once had a new agent on our team who landed a huge group justtwo doors down from the regional sales office. The veteran agentswere shocked and peeved. They demanded to know how she had landedthis big account when everyone knew it was a waste of time to callon them because the HR lady had been saying no for years.
“Oh. I didn't know that,” shrugged the new agent. “The HR ladysaid she had been thinking about doing business with us for awhile,but no one ever came by and asked.”
See, the HR director hadn't been saying no all those years. Shesaid no once, all those years ago.
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