Asking About Factors Affecting Customers' Time To Buy Products

At the stage of sales interview, customers sometimes want to buy products, but they are unable to make purchase decisions due to many factors.

At this point, it is very necessary for sales personnel to find out the customer's requirements for the purchase time.

First,

Generally speaking, when customers decide to buy time, they are sometimes influenced by internal factors and sometimes are influenced by environmental factors. Therefore, there is a special phenomenon and a common phenomenon in buying time.

This mainly includes the following points:

1. limit on current payment ability of customers

To this end, the customer must decide whether to use installment payment, or borrow money from friends or relatives to buy a product or service ahead of time, or to place it in a household consumption plan, saving money one by one and accumulating it before buying it.

2. customers' energy is limited.

Sometimes customers want to buy products, but the time does not come, they will postpone or even cancel the consumption of certain products or services.

For example, one day, customers want to watch a good movie, watch a wonderful TV show and attend an appointment social event.

If you want to buy products that day, customers have to cancel watching movies, TV or social activities.

3. other reasons

There are many factors that affect customer purchase time.

For example, sensible or economic customers often consider the impact of product life cycle on the quality and price of products to be purchased when purchasing new products, so they will wait patiently until the product has entered the mature stage, and the product quality is reliable and the price is stable.

In short, because customers are not the same in terms of finance, energy and consumption values, the buying time is uncertain.

Two, ask customers about the purchase time requirements.

Because of many factors, customers are uncertain about the time to purchase products, so the most important thing for salespeople in this stage is to find out when customers are going to buy products.

If customers show interest in buying products as soon as possible, compared with customers who want to buy their products in the future (maybe 6 to 12 months from now), salesmen should spend more time on such customers.

The purpose of marketing is to distinguish customers who are still on the market from those who are seriously prepared to purchase.

So how do you determine the customer's requirement for purchase time?

(1) "manager Zhang, when do you think about buying this type of product?"

(2) "manager Zhang, have you considered when to choose a specific supplier for this project?"

(3) "manager Zhang, do you have a deadline for selecting specific suppliers for this project?"

(4) "manager Zhang, this decision has been postponed for two months. Is there any special pressing problem to be considered?"

(5) "manager Zhang, when do you want to get advice from your supplier?"

(6) "

What can we do to speed up the progress of things? "

Once the purchase time is determined, the delivery date is an important issue to consider.

It is because delivery time also affects pactions.

In order to understand the customer's requirements for delivery, salesmen can ask the following questions:

(1) "manager Zhang, when do you want to deliver the goods?"

(2) "manager Zhang, how long do you think the minimum delivery date can be accepted?"

(3) "manager Zhang, when are you willing to accept part of the goods and when to accept all the goods?"

(4) "

Is the delivery time an important factor in the process of selecting suppliers? "

In addition, if you sell products or services to your customers for a long time and complex installation process, such as computers, production equipment, buildings or aircraft and other products, you should take into account the installation and commissioning of products is relatively simple and convenient.

The customer may have scheduled the installation and commissioning schedule of the product, and hope that the supplier can meet their requirements.

In this case, the salesperson should install and debug the product before the customer's request timetable, and prove to the customer that his product or service is easy to install and easy to operate. It will not only interrupt the customer's current production, but also help to change the idea that the customer originally planned to buy the competitor's products, so as to be willing to purchase his product as soon as possible.

Expert advice

Sometimes, customers deliberately delay the purchase time before deciding to buy products, and are always reluctant to make decisions immediately.

In fact, many customers use procrastination instead of saying "no".

Salespeople often hear customers say, "let me think again, and I will answer you in a few days."

"We need to do research and research, and we will inform you when we have news."

And "leave behind the material, answer you later" and so on.

These refuses clearly mean that the real reason for the delay of customers is not because they are not suitable for price, product or other aspects.

Some customers also use the delay in buying time to reject sales personnel 'proximity and interviews.

Therefore, the salesperson should observe carefully, ask questions skillfully, analyze specific problems concretely, and clearly identify the requirements of customers for the purchase time.