Comparing Answers

You should evaluate the answers the buyer gives you.
- Compare what you are told with other information you have about the needs (business and personal) of the individual.
  - Look for inconsistencies.
  - Rate buyers by how they feel.
    - Beware of answers that focus only on results.
      - Buyers does not want to express bad feelings.
- Make a chart of the buyers and what mode they are in.

Buyer	Owner	Financial	Technical	End User
Mode	Growth	Growth	Growth	Trouble

If you are not sure, check with your advisor.

https://pierobon.org/export/ch8/answer.htm

© 2004 John Michael Pierobon

Notes