If you’re in sales, you spend a lot of your time asking other people to buy something. Think about the last time you purchased something. Was it coffee on the way to work, an app on your phone, or something bigger like a new home appliance? Do you remember why you bought it now, instead of later?
When I look back at the last few things I’ve purchased I find my tipping point is usually based on the experience during the purchase process. The salesperson (or their website) either asked the right questions or simply made the buying process enjoyable.
There is a moment in every buying decision when logic and emotion meet.
Logic may have brought you to the purchase point, but good questions and the simple art of making buying fun rather than stressful are important tipping points.
Make it part of your sales strategy to understand why people buy, starting with yourself.
Keep a list of everything you buy for a couple days.
- Why did you buy it now, instead of later?
- Why did you buy it there, instead of somewhere else?
- When was the tipping point in your decision to buy?
- How did you feel during the buying process?
As you start to understand your own buying habits, you’ll be able to ask your clients better needs analysis questions about their buying process.
Depending on if your clients are selling B2B or B2C, here are some questions you might ask your prospect in your next needs analysis:
- What, if any, of your items are bought on impulse?
- What is the most important reason your customers chose to buy now, instead of delaying the purchase?
- How much do your customers research your product before deciding to visit to purchase?
- For this type of purchase, how many competitors will they compare you to before buying?
- Do you have any research about how your customers feel about your purchase process?
As you enter into these types of conversations you switch from someone trying to sell them something, to someone helping them to sell their product.
Download our Needs Analysis Record to help guide you towards true solutions you can deliver to your client or prospect.