Chapter 4: Tests of Reasonableness

Overview

Your sales opportunities look great. You have customers expressing interest in achieving goals that might connect to your unique strengths. Yet, one question looms: Do customers have the capability and resources to achieve their goals? You need to know the answer to this question before you are able to consider whether your products can help them to achieve their goals.

This chapter empowers both you and customers to perform tests of reasonableness on each other's ability to achieve their goals by explaining:

• How to motivate customers to share purchasing information

• How purchasing requirements revolve around customers' measurable goals

• How nine purchasing requirements (filters) influence every sales opportunity—whether you are aware of them or not

• How the three types of customers share information differently