Sample Sales Questions

Core Problem

• What problem are you trying to solve with this purchase?
• Why did you decide to make this purchase now?
• If this purchase solves your problem, how will things be different?
• How is thye current situation affecting your ability to get your work done?
• How do you hope that this purchase will make things better?

Product specifications

• What is the single most important way you want this purchase to improve or be different from the products / services you currently use?
• What is the single most frustating thing about the product or service you will be replacing?
• How much output are you looking for from the new equipment?
• How much output are you getting frome the current equipment?
• What is the downtime of the current equipment?
• What do you spend on maintenance?
• What is your current efficiency level? What would you like to have?

Competition

• Who else are you talking with about this purchase?
• Have you had any previous experience with this company?
• What other products do you consider?
• Have you had previous experience with this brand/product line?
• Do you have references for the suppliers you are considering?
• Can i give you some references to compare?

Price

• How much is your budget for this purchase?
• Have you already committed the money or are you exploring?
• How much did you pay for the item you will be replacing?
• Where does price fit in the list of attributes that will help you make this decision?
• Have you considered total costs (downtime., maintenance, product life time) as a possible way to make the decision?

Buying process

• Who else will be involved in making the buying decision?
• Will any end users be involved?
• Could i talk to some end users?
• When do you anticipate you will make the decision?
• What criteria will drive your decision?
• If a committee is involved in the buying decision could i meet all persons?