Alan Weiss, Contributing Editor
One of my most frequently asked coaching questions is: "How can I really tell whether or not I'm dealing with a true buyer?" Good question, because determining whether you are or not directly impacts your business.
An "economic buyer" is someone who can authorize a check to pay for your value without any other approvals, period. The economic buyer is seldom in the human resources or training areas (they are merely implementers who are often "tasked" to find a "vendor").
Non-buyers worry about budgets, buyers worry about results. In fact, there is seldom a "budget" for a consulting need, though there are annual training and HR budgets. No one says, "Let's budget $225,000 for a consulting project next year which we won't know exists yet and can't otherwise describe."
Real buyers find money to meet real needs.
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