Preparing To Meet The Owner Buyer

• As you prepare to meet the owner buyer you should ask yourself the following questions:
  • What do I need to find out?
  • What I want the buyer to know?
  • What I want the buyer to do?
  • What I want the buyer to feel?
  • Can I present win-win scenario to the buyer?
  • Is this a personal win for the buyer?
  • Does he know I am eager to achieve a win-win solution?
  • Do I have a valid business reason for seeing the buyer?
  • How do I distinguish myself from the competition?
  • Can I deliver results?
  • What knowledge do I have that the buyer can use to forecast the future of their business?
    • How is this knowledge related to concept instead of product?
  • Can I generate trust?

• Meeting with the owner buyer will help you answer these questions.

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© 2004 John Michael Pierobon

Notes