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.

© 2004 John Michael Pierobon

Notes