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As selling is an ‘asking process’, how you could use this to assist you sell some further functionality to a system under development?
When we use the buying cycle like a guide, we’d be asking questions regarding whether or not the proposed project without the further functionality which meets all the requirements. Is everyone satisfied? Was the unique functionality a safe alternative which we could now enhance, now that this is seen more clearly? Can the unsatisfied people expressive the implications of not getting such extra functionality?
Shortly we’d ask regarding:
•The circumstances – no extra functionality
•The difficulties – when nothing is completed
•The implications of not getting the additional functionality
•The payoff or benefit through doing it, through meeting this new requirements.
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