We once had a new agent on our team who landed a huge group just two doors down from the regional sales office. The veteran agents were shocked and peeved. They demanded to know how she had landed this big account when everyone knew it was a waste of time to call on them because the HR lady had been saying no for years.
"Oh. I didn't know that," shrugged the new agent. "The HR lady said 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. She said no once, all those years ago.
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