I know we have all witnessed what I am about to discuss. You arrange a meeting with all of the pertinent players and when you all gather into the conference room there is a new face who you did not invite but you know the others did. Most of the time these new attendees are quiet and mostly do the listening but will have a few things to say here and there. I am willing to bet they are also very coy as to what their role is etc and how they tie into the group. In any event, the lesson here is these people are USUALLY instrumental in a making the decision to go with your product. Either they are the decision maker, are the champion of another solution or looking to champion yours, influencer or hold the purse strings. Just some food for thought! Happy selling!
Shawn
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