Seventeen Questions from Buyers

Seventeen Questions from Buyers

Before making a purchase, buyers want answers to these questions.

1.      Do I like this salesperson enough to give them my money?

2.      Can I trust them to tell me everything I need?

3.      Did they leave any critical information out?

4.      If information was left out, did it happen on purpose?

5.      Do I really need this?

6.      What other options do I have?

7.      Is this price fair?

8.      Is there enough value to justify the expense?

9.      Does the salesperson have the expertise I need?

10.  What could go wrong?

11.  If I buy from this company, will my boss think I made a good decision?

12.  Are there any hidden charges or fees?

13.  Will the salesperson and the company be easy to do business with?

14.  Does the salesperson understand me when we communicate?

15.  Does the salesperson like me enough to watch my back?

16.  Will the salesperson follow my instructions?

17.  Does this salesperson care if I'm satisfied, or do they just want a sale?

Plan your selling approach so you’re ready to provide buyers with all the information they need to say, “Yes, I want to buy from you.”

Smart Questions That Get Real Information

Be a salesperson with a questioning attitude. It takes you a long way down the road to sales success.  Here are a few examples of smart questions that will get you real information:

• What is your typical day like?
• What changes do you expect in your company over the next year?
• How do marketing and purchasing work together on projects?
• What should I know that we haven't covered?
• What was your best experience with your previous sales representative?
• What was your worst experience with your previous sales representative?
• What should I bring the next time we meet?
• What do you think sales representatives like me do that "un-sells" us?