Key Questions During the Buying Decision Process

Why would it be important for a salesperson to ask the buyer each of the following questions? In other words, what is the salesperson’s goal in asking the question?

  1. Who, besides you, will be making the decision to buy?
  2. What problems do you foresee in changing suppliers?
  3. What do we need to do to win the support of others?
  4. When would you plan to make the purchase decision?
  5. What sense of urgency do you feel about this buying decision?
  6. Other important questions?

Answers should related to chapter concepts. Please find attachment of the chapter


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