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CHAPTER 13: Purchasing Departments and t... > My Three Hours with a Buyer - Pg. 222

222 HIGH-PROFIT SELLING Q begin to understand the process the buyer goes through to make decisions. You don't have to press for explanations about the process in detail. Some company policies prohibit buyers from discussing specific evaluation details. The way around this is to piece together enough information by exploring how the computer system operates and how the buyer interacts with it. Salespeople who know how to leverage this kind of information can show buyers how they can meet their objec- tives without having to reduce any amounts paid to the sales- person. That being said, though, it never hurts for you to ask specifically how buyers are evaluated in their own job. In in- terviews I've had as a consultant with many buyers across a wide range of industries, I'm stunned by how few buyers ever