- 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.
- If you are not sure, check with your advisor.
© 2004 John Michael Pierobon