QUESTIONS THAT GET TO THE HEART OF WHY THEY BUY
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?