CHAPTER 8
Pillar II: The Outrageous Buyer
As we discovered in Chapter 4, there are hundreds, if not thousands, of ways that a company might distinguish itself from its competitors. Most successful companies do possess at least one advantage, and sometimes more, over their competitors. But having an advantage isn’t enough.
CHARACTERISTICS OF AN OUTRAGEOUS BUYER
For an Outrageous Price Process to take place, we need to find a buyer with three critical characteristics.
1. The buyer must have very deep pockets.
2. The buyer must be motivated to eliminate pain or exploit gain.
3. The buyer must have a champion inside the organization pushing to make the deal.
Deep Pockets
Perhaps the most important Outrageous Buyer characteristic is the size of ...
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