In today’s cost-conscious marketplace, very few prospects are willing (or able) to agree to a purchase until they know the answers to these make-or-break questions.
With that in mind, here are three questions every prospect wants answers to before making a final decision:
1) Does this purchase address a need?
One of the most difficult aspects of closing any sale is convincing the prospect a purchase is necessary. One strategy: Focus on benefits your competitors – or an incumbent supplier – can’t (or won’t) offer.
2) How can you minimize my risk?
Provide solid evidence the prospect is making a safe/strong investment for his/her company. Focus on ROI throughout the process, and always speak in terms of long-term value. Remember, if the prospect needs to get approval for the purchase, it’s up to you to help him/her make a solid argument to the final decision maker(s).
3) How complicated is the buying process?
Streamline the final stages of the process, gaining small commitments along the way, so the last step requires little more than signing on the dotted line.
