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?
- Who, besides you, will be making the decision to buy?
- What problems do you foresee in changing suppliers?
- What do we need to do to win the support of others?
- When would you plan to make the purchase decision?
- What sense of urgency do you feel about this buying decision?
- Other important questions?
Answers should related to chapter concepts. Please find attachment of the chapter
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