“Who is the person who makes the decisions regarding sales training in your company?” She would say, “that would be Mr. Jones.” I would say, “thank you. What is his first name, please?” Bill Jones. I would ask, “Could I speak to Mr. Jones?” I would then say, “Hello Mr. Jones, this is Brian Tracy. Would you like to see a method that would enable you to increase your sales by 20 to 30 percent over the next 12 months?” “What is it?” “that’s exactly what I want to talk to you about. I need about ten minutes of your time.” More....