A customer who asks questions

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Explanation of the example decision-making process

A customer who asks questions is a customer who wants to do business, so don't be afraid to answer the customer's questions and keep calm. Never let them affect your feeling or structure in relation to the assignment. The customer simply hasn't woken up with a goal to make a business decision at an ad on social media or switch mobile operators at a phone call, but this does not mean that the decision to buy your product would be a negative one

By educating, proving to the customer, in a precise, safe and structured way, presenting your product by transferring your sense of security connected to the product/service to the customer, without forcing the customer to make a decision before both scales are met, you can you make a deal with all customers who actually benefit from your product without regard to previous prejudices or external circumstances.
However, there is no magic way to create customers. Either the product is good for your customer or it is not. Either the contact is completely pointless or you have a good chance of making a good deal provided the communication is correct.

The importance of checking and presenting the information in the right order is of immense importance for you to be able to make the deal a logical case. Too much or too little information is devastating in a decision-making process. How to control the flow of information in the best way?

In a sales call, you do this by simply being the one in charge of the conversation. This is done with the help of smart and well-formulated questions. The one who asks questions is the one who controls the conversation.

Answering a question during a presentation or sales process and then handing the baton back to the customer without further questions or instructions by becoming silent instead of asking a question back after an answered question is one of the absolute most common reasons for a lost deal.

In theory, you simply benefit from not answering the question at all and later address the answer to the question in controlled ways. This is called deflection.

An example below
How much does your product cost?
Answer: We'll get to that in a moment, I just wanted to check first what your needs look like? How quickly will you need the product if we make a deal? Although this is a very effective way of controlling the conversation, it is an approach that often leads to the customer feeling that the salesperson was listening.

For that reason, the most effective way is to give the customer parts of the answer to the question directly in a way that indicates that you have actually listened but that you yourself do not have enough information to be able to answer the question. This is done most effectively by always starting the handling of the question clearly and telling them that you understand the customer's question. Then you continue with more leading or controlled questions.

How much does your product cost?
Answer: How much does my product cost? We'll get to that very soon, but it actually depends a little on what your needs look like. How quickly will you need the product if we make a deal?
Okay, I understand. assuming we can actually deliver the product on the date you desire, I would also like to check, besides price, what would you need to know about my product to justify a good decision today?

In this way, you retain control of the conversation, avoid the customer being forced to make a decision before the logical balance is met, and instead you get more opportunities to know what your customer needs to know about your product before they can consider a decision.

Answering the customer's question instead can in some cases force the customer to have to make a decision before the customer himself has had time to justify a decision that would actually benefit them based on the information they have at the time. This almost always leads to a no.