FIVE (5) BUYING DECISIONS

As a sales person, you have to know that there are 5 questions your customer is asking him/her self before making a decision to buy your product. Some of them might ask you these questions out loud, while others will just think about the questions silently. It is your duty to answer these questions whether they are asked out loud or not.

1) DO I LIKE OR TRUST THE SALES PERSON?: Your customers are buying you first before buying your product. They have to know you to an extent by conversing with you (This conversation will determine if they will like and trust you or hate you). As a sales person, when talking to your customers for the first time, ensure that you give them the best and honest part of you. Because it will determine if they buy from you or not.

2) DO I TRUST THE PRODUCING COMPANY?: Apart from your customers trusting and liking you as a person, they have to also trust the company that is producing your product. If the producing company has a past record of disappointments and dishonesty, your client might not buy from you, because of the company you represent, and this might affect your personal credibility too. As a sales person, always be conscious of the company you are representing because a dent on their image might affect your image too.

3)WHY DO I NEED THE PRODUCT?: If your clients trust you and your company, the important question they are asking themselves is,"What problem is this product solving for me?" As a sales person, it is your duty to show them and explain to them why they actually need your products and the needs your product is meeting for them. Once a customer can identify the solution your product will be providing for him/her, be sure they are definitely going to buy from you.

4) WHAT IS THE PRICE?: Even if your clients really need your product, the next important questions they will be asking themselves are "Can I afford it? Is the price a good investment for me?" Always give your clients value, quality and excellence through your product, so that no matter what the price is, they will still be willing to buy, because they believe it's a good investment that will give them value in the future and the price is worth it.

 

  5)IS IT A RIGHT TIME TO BUY?: "Is this a good time to buy?" or "When do I really need this product?" this is the last question your client is thinking about. So make sure the product you are selling meets their need at that particular time. You can't sell college note books to a mother who has a child in kindergarten, although the college note book is important the timing is wrong. Know when to sell your products and who needs your product at that time.



Whatever product your are trying to sell, know that your customers are always thinking of these questions and without answers to them, you will lose your customers.
We are at WHITE AVENUE REAL ESTATE are always answering all your questions about housing. Visit us at 4th Floor Yobe Investment House, Plot 823 Ralph Shodehinde street, Central Business District, Abuja. Or visit our website @ www.whiteavenuegroup.com.


Juliet Isa,
Customer Care Representative,
White Avenue Group, Abuja.
07038372568.