Top 7 Hidden Buyer Questions

Do you need to build a telesales script or a sales presentation? Here is an easy-to-follow plan to build your script or presentaion; take time to answer the following hidden buyer questions. I call them the hidden buyer questions because these are the questions your prospective customers may not ask but need answered to help your prospect make a positive decision.

Seven Hidden Buyer Questions:

1. Why should I take your call?
   
   
2. Why should I take time to listen to you?
   
   
3. What’s my problem?
   
   
4. What benefits have you to offer my business?
   
   
5. How will you support these benefits?
   
   
6. Why should I make a decision to proceed?
   
   
7. Why should I proceed today?
   
   BONUS TIPS
   
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   • Why should I trust you?
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   • Why should I trust your company?
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   Write out your answers to these buyer questions. You will discover it will keep your presentation focused and on track.

Article by Colly Graham of Salesxcellence www.salesxcellence.com, a division of Graham Associates Sales Training and Development.

Colly Graham
Graham Associates
Sales Training and Recruitment
Telephone +44 (0)28 2563 8052
Fax +44 (0)28 2563 8051
Web site www.salesxcellence.com/