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The "whys" of our customer's purchasing patterns and behavior are as varied as the number of customers we have. But it's important that, as consultative, professional salespeople, we find out "why" from our customers. Without asking "why," we will never know that the customer might have been misinformed about us or just was "automatically" following a buying pattern that was established long ago and not questioned.
The questions below, when posed to your customers, will help you reveal their motivations. A major portion of the questions contains a "customer preference mini-survey" that takes very little time to complete and will reveal a great deal about your customers' buying attitudes and preferences.
These questions are effective ones to add to your "sales toolbox" and have been used successfully in numerous sales environments: