The Richwood Report

This article from Davekahle.com shows us all something about sales that should be obvious. We don't just buy what we need. We buy what we want. We may have to arrange the financing, or schedule one thing we want ahead of another, but if we want something and think it will be good for us, we make our plans to buy it and when we can, we make our move to buy. The author, Art Sobczak, tells us that intelligent questions are our best tool for touching the values of the customer that will lead to his buying from us. Here are some samples:

"What, ideally, do you want the end result to be?"

"How would you measure satisfaction after you've used it?"

"If you could design the ideal product, what would it include?"

"If budget were not a concern, what would you get?"

All good relationships are based on understanding the other person's values. It's no different for buyers and sellers. This article can get you started.