Questions focused on the sale (end of the funnel) sound like: § How soon are you thinking of making a supplier change? § What is your budget? § What criteria will you use to decide on a provider? § What other options are you considering? § What do you already know about our company?

Some of the ways buyers report sellers have made them feel appreciated or special include: § The seller took an extra measure of care to check a detail, make a call or follow through on something I was concerned about. § The seller anticipated my needs, responding with ideas or asking questions I hadn’t even thought of yet. § The seller asked me ab

Creating value goes further. It requires identifying what would be of value to an individual buyer and then finding or making a way for that unique value to be realized. Unlike added value, created value is original and unique to the one buyer it suits.

Examples of Solution Questions Broad Needs, For Use Early in the Needs Assessment § What do your customers ask you to do differently? § If you could start all over again, knowing then what you do now, what would you do differently? § What alternatives have you already considered? § Describe your “Plan B” and how you’ll adjust if your current plan i

Asking questions to confirm who will do what can help ensure good follow through. Outlining action items, along with deliverable dates, is a good sales practice and should be followed by questions like “What have I missed?” and “What else would you like for me to do?”

want to make sure we’re on the right track. Rather than making assumptions, I’d like to check in with you on several key questions before we proceed.”

Data Questions you can use with your buyers. § What are you currently paying for shipping? § When was your business established? § Who have you purchased from in the past? § On an annualized basis, what volume have you been moving? § Where are your distribution centers located? § What percentages of your total sales are generated by each region? §

There is no better way to show how much you care than by understanding and responding to a buyer’s unique needs and what he or she personally values. There is only one way to find out about an individual’s needs and value priorities. That’s by asking questions. Questions equip sellers to truly add value.

At a minimum, at all times, a seller should know the following: § What the buyer’s top priority is within their buying role. § What the buyer is motivated by in his or her personal life. § What the buyer values about the seller’s product. § What the buyer values about the seller and the seller’s company. § What recent changes may influence what is