A hundred years ago-even 20 or 30 years ago-it was possible, if not always easy, to close major business by calling on and satisfying a key decision-maker. Today, every piece of business entails multiple decisions, and those decisions are virtually never made by the same person. Not only do you have to contend with multiple decisions, but the people who make those decisions may not even work in the same place.
Brian TracyStructure your presentation so that you appeal to the different interests of the different decision-makers involved.
Brian TracyWhat you concentrate on largely determines the quality and quantity of the results that you get and the success that you enjoy.
Brian Tracy