Identifying The Owner Buyer

• There is no sign that says who is the owner buyer of your product.
  • You have to find out who plays this role.

• Who the owner buyer is depends on the following factors:
  • The perceived risk of the deal.
    • Potential organizational impact.
  • The dollar amount of the sale.
  • Business conditions.
    • In tough times it is higher up the ladder.
  • Experience with you and your firm.
    • The more experience, the more likely it is lower down the ladder.
  • Experience with your product.

• Ask yourself at what level in my own organization would final approval for a sale of this type have to be made?

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© 2004 John Michael Pierobon

Notes