Why They Buy

Why They Buy

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.


ASK: Why do you buy from us? And based on that answer, develop 10 on-the-spot tangent questions about:

  • How does this affect…?
  • What does this help…?
  • How does this impact…?
  • How does this produce…?
  • How do you profit from…?
  • What is the $ impact of having a partner versus a vendor relationship?
  • If you had a better or hassle free administration/billing process, what would be the $ impact for you and the business?
  • What would you like to see in a rep? And why?
  • What leads to trust for you, and why?
  • How important is the responsiveness of the sales rep and the company in making a purchase decision?
  • What impact does the tangible product or offering have in making a purchase decision?
  • What is the impact of recovery on your relationship with the company and your loyalty to them?
  • If a rep is empathetic and understanding of your needs, does that influence your buying loyalty criteria?