WORKSHEET #14: Identifying Reasons for “Hidden” Negative Volatility

The steps in this Worksheet are the same as the steps in Worksheet #13: Identifying Reasons for Negative Volatility you completed previously. In order to complete this Worksheet thoroughly, you should ensure that you obtain answers to the "Why Not Company" questions (see Analysis 66, Section H) in your interviews.

If you should decide not to interview Core and potential Core customers, you might still uncover some reasons for your hidden Negative volatility by asking your sales force to answer the "Why Not Company" questions for the invitation and evaluation losses of which you are aware.

Basic Strategy Guide Users Return to Step 14