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In our research?into why sales executives/ salespeople fail we have identified the top ten sales questions that a client asks himself / herself?when being offered a product or service.

The questions?are often not voiced to the salesperson. However unless answered the sale rarely is completed.

The hidden?questions are?are:

1. Can you deliver what I want? (not necessarily what you?say I want)
2. When can the product or service be delivered?
3. What does the end result look like and does it compliment what I expect it will deliver?
4. How will this increase efficiency / productivity?
5. Can I live without it?
6. Will the product / service easily fit into my current business? (culture, processes, people)
7. Do I trust what I’m being told? (do I like the salesperson)
8. Will the product / service generate more income than expenditure?
9. How much will it cost in terms of time, trouble and change? (Cost is the area that is asked)
10. Will dealing with the supplier be easy, convenient?

This entry was posted on Wednesday, October 25th, 2006 at 11:49 am and is filed under Sales relationships.