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“I want to talk to the top person.” How often have you heard a prospect make that request?  It often makes you feel small or inferior. You might have used the expression yourself while shopping in a store because you were frustrated by the salesperson’s lack of knowledge. “Talking with the owner” can become a technique you employ to close the sale.

In Asia, negotiation is a major part of doing business. There is a give and take between the prospect and the person doing the selling. Even when terms are agreed, the prospect will often say: “Let me talk to the boss.” They assume they can get a little something extra from the person who must approve all the business.

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