The Sales Questions 


  • What exactly is to be sold, and to who is it to be sold?
  • How is it going to be marketed, advertised, sold, and by whom and at what price and terms?
  • How is it to be manufactured, produced, and delivered to the customers?
  • How and by whom and under what conditions the product or service will be sold?
  • How is it to be serviced to ensure complete satisfaction leading to resales and referrals?

These are great business questions, and they must be broken down into their component questions.

The number one question in the question is what is to be sold? You must answer this question in terms of what it does for your customer, how it benefits them, and what problems it solves. And this specific improvement that it brings about in your customer’s life or work.

The second part of the question is to whom is it to be sold? Who is your customer exactly? What are his or her age, education, income, family status, job occupation industry? Where does your customer live? When does he or she buy? What else are they buying today, and why would that customer buy from you?

The third part of the question is how is it to be sold? You must determine the exact sales process from the first customer contact, whether face to face on the internet or the telephone, and the exact words it will be used step by step to identify customer needs. Present the product or service as a solution to their needs. Answer objections. Close the sale and get the customer to commit to the purchase.

The fourth question in the great question is by whom is it to be sold? You must be absolutely clear about the individual or individuals who will be responsible for the direct contact and sales activities—converting an interested prospect attracted by your advertising into a paying customer. The failure to clearly identify and train salespeople is a major reason for business underachievement and failure. Question Four, what marketing, advertising, and promotional activities will you use? How you generate leads and attract prospective customers. What media will you use to advertise and promote your product or service? How much will that cost? How effective will it be? How many leads do you expect to generate for the amount of money that you intend to spend generating them? How will you position your product or service against your competitors to get people to call or come to you rather than go to them?

The Fifth question. How much will you charge exactly? What were your prices? Be not only for an individual sale but for volume sales, wholesale discount sales, and sales in combination with other products or services. Your ability to correctly determine the proper prices for your products or services is an art and a science, and it can be critical to your success.

The Sixth question. Within the big question, how is the product or service to be produced and delivered to your customer? What will it cost, and how long will it take to produce the product or service? Once it is sold, how much will you have to invest? How much money will you have tied up in inventory before making the first sale and generating revenues? In what way will you deliver the product or service to your customer satisfactorily so that they are happy with their purchase?

The Seventh question. How will the customer pay for the product? What prices and terms will you offer? Will you require full payment in advance or part payment? Or will you offer 30, 60, or 90 day terms of the purchase? What are the standards in your industry? What sort of prices, in terms will you have to offer to get the business? How could you revise these prices in terms of making them more satisfactory to yourself and your businesses?

The Eighth question. How will you service the customer after the purchase? What steps will you take to make sure that your customer is so satisfied that they will buy again and refer you to others? Your customer service policy is the linchpin of your business. You can succeed only to the degree to which people are satisfied to such an extent that they buy again and tell their friends. You should sit down and think through the answers to these questions. Each time you have a slowdown or difficulty in sales, you should revisit these questions to make sure that your answers are accurate and acceptable to your prospective customer market.

Remember, customers always have three choices with regard to their money.

  • First of all, they can buy from you.
  • Second of all, they can buy from someone else.
  • And third of all, they can refuse to buy at all at this time.

Customers seem to have an infinite ability to put off the purchase decision. You must be absolutely clear why someone should buy your product or service from you at this time rather than from anyone else. If you are not crystal clear about the answer to this question, it\’s very difficult for you to market and advertises, to sell, to persuade your customer to make an immediate buying decision. Customers always consider not only your products and services and the products and services of your competitors but also alternate evaluate the uses of the same amount of cash. Remember customers by the anticipation of how they will feel as a result of making the buying decision; if a customer feels that they will be happier or more satisfied by buying another product or service, then that is what the customer will do. You must make it clear that the highest and most immediate level of satisfaction that the customer will enjoy will come from buying your product or service at this moment.