4. Know the prime decider in advance. "Tell me a little bit about the others." (Write down every characteristic.) Try to get the personality traits of the other deciders. 5. Make your entire presentation again. You only have to do this if you want to make the sale. Otherwise just leave it to the prospect. He thinks he can handle it on his own, and will try his best to convince you of that. If you think you can get around these five steps, think again. (It's obvious you're looking for shortcuts or you would have properly qualified the buyer in the first place.)
