I was delivering a training a few days ago, and and just before I got to the section where I talk about the No-Po’s, I looked around the room: Everyone was already nodding their heads because they have already met the No-Po. They understand it and live and breathe it everyday.
Not only that — giant posters remind them of the No-Po in their sales aisles! Every time they walk into a meeting to forecast a deal, they walk past a No-Po reminder. 
I am so happy to see this evolution of the No-Po! I keep thinking that I should copyright this word and then package all these cool programs around it, such as “No-Po Nation,” to survey where No-Po’s hide and hang out. Or maybe “No-Po Bingo,” where people answer common questions about their traits and characteristics. Or ”No-Po Rehab,” for people who are addicted to calling their No-Po and just can’t let go.
Sales have evolved, but we are still chasing the No-Po more than ever. Why? Because the powerful customers are hiding! Their LinkedIn profiles are sparsely written, they are mobilized, and they are running.
Even when you are ready to close the contract, a No-Po can cause more problems by stalling and creating more work. Here’s a great video from Glance titled “Don’t Be This Guy — How NOT to Close a Sale.”
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