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Twelve Questions That Precede a Purchase
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Keith Rosen
Keith Rosen is the preferred, experienced coach that top executives and sales professionals in many of the world’s leading companies call on. As a prominent, engaging speaker, coach and well-known author of many books and articles on selling, leadership, time management and achieving greater personal success, Keith is one of the foremost authorities on how to assist people achieve positive, measurable change in their attitude and in their behavior.
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Keith Rosen, MCC
One advantage that salespeople posses is this; aside from being a salesperson, you are also a consumer and a prospect, enabling you to better connect with each prospect you speak with.
Think about what goes through your mind when you make a buying decision. Here are the top twelve most commonly asked questions as it relates to making a purchasing decision.
1. Is this something that I truly want or need?
2. Am I getting the best deal?
3. Is there a real identifiable value in the product or service?
4. Is the price fair in relation to the value?
5. Should I spend a little more money for better quality?
6. Is this salesperson being up front and honest with me?
7. Is this salesperson sincerely looking out for my best interests?
8. Can I afford to make this purchase now?
9. Should I shop around and see what other companies are offering?
10. Should I hold on to my money in case I need it for something else, like a real emergency?
11. Do I clearly see the benefits of making this purchase?
12. Is it going to cost me more in the long run if I don’t make this change (as a result of buying this product/service)?
These are the same questions that run through the mind of the prospect who is listening to you and what you have to offer. By keeping these questions in the forefront of your mind, you will be better equipped to defuse the concerns and resistance that would otherwise stall or destroy your sale.
Also see Twelve Fears that Stall a Sale
smile
about 1 month ago
106 comments
Hey guys! It's all about knowing your product and/or the customer knowing the product. A customer knows when your stringing them a line. Don't be fooled. Be honest, be informative and when you here that "tell me more" line, go for it. Seriously, there are a few customers that are just downright cheap and are willing to work with inferior products to save a penny. You have to prove to the customer that you really do give a hoot about them and how YOU can save them money in the long run. You have to work like heck to win them over. I am sure we've all been there.
ayoadegboye
about 1 month ago
10 comments
good!
These suffice been in customer's shoe. A perfect understanding of these questions makes a salesman a trusted advisor to a customer; especialy when you identify an emotional buying interest.
closerdave
about 1 month ago
2 comments
This goes with "they don't care how much you know ,untill they know how much you care" type of selling...As a top closer, one has to automatically have these thoughts in side........
HarrietAlison
about 1 month ago
222 comments
Good points to keep in mind. If you can esplain all the answers to these questins it should put the clients mind at eas about the sale.