Hello and thank you for visiting my blog.
In the first part of the series we looked at why some salesmen “get through the door” and others don’t, How Do We Buy? Part 1 – What Are They Thinking When We Call?.
In the second part we figured out how anyone can stand answering all the questions we have in the needs analysis, How Do We Buy? Part 2 – The Needs Analysis, How Can They Stand Our Questions?
and in the third part about what happens when you match How Do We Buy? Part 3 – Why A Customer Will Be Pleased You Present Your Product.
But now that you have presented your product to the customer and it makes sense that it fits, their happy you did it.
Why would they ask questions?
Why not just buy the product?
There are reasons people ask questions:
People are afraid.
People do everything to avoid pain and to get confirmation:
Confirmation can be in many forms; money, promotion or just praise.
It is the same with pain it can also be money or fear of scolding.
Everyone has been fooled by a salesman and therefore they want to make sure of every aspect of the deal before they accept. They want to test he salesman and the product as thoroughly as possible before going through wit it.
Another reason is that they just don’t know what is supposed to happen now, they don’t know how to buy. They ask questions about the product and so on because they don’t want to tell us that they don’t know how to say yes.
the next big question is of course what happens after this and what is the thought process of the customer when you are going for the close.
Until next time!
- How Do We Buy? Part 2 – The Needs Analysis, How Can They Stand Our Questions?
- How Do We Buy? Part 5 – Closing Techniques, Different for different Situations and People
- How Do We Buy? Summary Article
- How Do We Buy? Part 3 – Why A Customer Will Be Pleased You Present Your Product
- How Do We Buy? Part 6 – That’s Is Why We Buy Again!