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| − | =Core Problem=
| + | Sample Sales Questions |
| − | * What problem are you trying to solve with this purchase?
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| − | * Why did you decide to make this purchase now?
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| − | * If this purchase solves your problem, how will things be different?
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| − | * How is thye current situation affecting your ability to get your work done?
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| − | * How do you hope that this purchase will make things better?
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| − | =Product specifications=
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| − | * What is the single most important way you want this purchase to improve or be different from the products / services you currently use?
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| − | * What is the single most frustating thing about the product or service you will be replacing?
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| − | * How much output are you looking for from the new equipment?
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| − | * How much output are you getting frome the current equipment?
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| − | * What is the downtime of the current equipment?
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| − | * What do you spend on maintenance?
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| − | * What is your current efficiency level? What would you like to have?
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| − | =Competition=
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| − | * Who else are you talking with about this purchase?
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| − | * Have you had any previous experience with this company?
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| − | * What other products do you consider?
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| − | * Have you had previous experience with this brand/product line?
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| − | * Do you have references for the suppliers you are considering?
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| − | * Can i give you some references to compare?
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| − | =Price=
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| − | * How much is your budget for this purchase?
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| − | * Have you already committed the money or are you exploring?
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| − | * How much did you pay for the item you will be replacing?
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| − | * Where does price fit in the list of attributes that will help you make this decision?
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| − | * Have you considered total costs (downtime., maintenance, product life time) as a possible way to make the decision?
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| − | =Buying process=
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| − | * Who else will be involved in making the buying decision?
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| − | * Will any end users be involved?
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| − | * Could i talk to some end users?
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| − | * When do you anticipate you will make the decision?
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| − | * What criteria will drive your decision?
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| − | * If a committee is involved in the buying decision could i meet all persons?
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| | [[Category:howtomakethesale]] | | [[Category:howtomakethesale]] |
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