I make it a practice to observe everything when I enter my buyer’s office. This practice has worked well for me. From the education degrees hung on the wall, I deduce if my buyer has a vanity fetish. If yes, he will most likely buy a solution from me that will make him look smarter in the organisation over other people. I listen to how he speaks to his colleagues and his boss. If he is very subservient, he will not be able to take the final decision. If he is a bully, he will most probably give me a hard time and do his best to beat me down.
