Make The Concept Sale First

• Always make the concept sale to the Owner Buyer first.
  • First sell the concept, then sell the product.
  • To sell the concept you have to answer the following questions:
    • What are the major implications for the business?
    • What are long term effects on its organizational stability and growth?

• Once the Owner Buyer has bought into the concept, then you can sell your product.
  • You sell your product to the Technical Screener and End User.

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http://www.pierobon.org/export/ch8/make.htm

© 2004 John Michael Pierobon

Notes