So, you’ve decided you need a new widget. For a variety of really good reasons, your widget is now inferior. However, you now face the daunting task of entering into the sales cycle. You will become a buyer. You will interact with a sales team, either online or in-person. You will try to avoid common pitfalls. Here is a potential guide:
The Best Buying Experience
Modern buyers have more information at their fingers that ever before. We live in a digitally-driven society where over half of consumers do their own initial research on products and services. Companies need tech savvy sales teams to engage customers in their sales journeys and buying experiences. And the best buying experiences include an understanding of the buyer’s motives and the buyer’s environment.
Best Questions to Ask a Buyer
So, how does a tech savvy sales team discover your (the buyer’s) motives and environments? By asking lots and lots of questions, recording the answers, and identifying your core needs. Tony Alessandra, in his HubSpot post, “38 Sales Questions To Quickly Identify Your Customer’s Core Needs,” shares:
Today’s buyers are complex. They have confusing wants and needs. They’re strapped for time. They’re hesitant to share information — yet have endless access to product details online.
To provide value to these modern buyers, we need to ask good sales questions. Whether you’re new to sales and looking for a go-to list of sales qualification questions or a manager looking to test new questions with your team, this list of great sales questions to ask customers will help you identify their core needs.
Then, you can customize your sales presentations and pitches to their specific circumstances.
He gives his list of Best Sales Questions, including his Top Ten below:
- What are your short-term goals? Long-term goals?
- What does this purchase mean to you? What does it mean to your company?
- What is your boss hoping to accomplish in the next year?
- How do your team objectives play into your department’s strategy?
- What do you perceive as your greatest strength? Weakness?
- How does your company evaluate the potential of new products or services?
- Who has your business now? Why did you choose that vendor?
- What are your buying criteria and success criteria?
- Where would you put the emphasis regarding price, quality, and service?
- What level of service are you looking for?
So, as you engage in a sales meeting while shopping for your new widget, be prepared to answer some form of the above questions.
Buying Tech Pitfalls
Many buyers are lured by the lust of new and shiny tech. Especially when conducting online research, the hype can cause common sense to flee. But remember that a product name or the bottom-line does not necessarily equate to the best deal or best buying experience. David Nield, in his article, “5 Stupid Mistakes to Avoid When Buying New Tech,” shares those common mistakes that can lead to a heavy dose of buyer’s remorse.
- You don’t check when the next upgrade is due. Consumer tech upgrades quickly. Some are on a regular upgrade cycle, like the iPhone. Some are not. As a tech buyer, make sure that you do some digging and research to learn the product cycle of your intended purchase. Check out what’s in the pipeline to determine if any of your desired features are just waiting to be released in the next upgrade.
- You don’t check compatibility. Regardless of the age of the tech, you need to make sure that your old gear is compatible with your new gear. If in doubt, do some web research or make a phone call to ask follow-up questions.
- You don’t do research. Again, new and shiny may catch your eye, but those gadgets may not be the best fit for what you really need. If you have any doubt, sleep on it and do your research.
- You don’t spend enough on the tech. While we all like a bargain and a lean budget, there are times when spending more upfront will you save you money in the long run. Of course, this depends on the tech you are purchasing. So, revisit Mistake #3 and do more research to determine the best values.
- You don’t shop around. The web makes it so easy for consumers to do comparison shopping. There are many websites and apps to help you track prices and sales. Be patient, do your research, and nail a great deal.
Hopefully, you’ve just learned that the bottom-line is not always the most important value point when buying new tech. Our hope is that you would enjoy the buying experience with a professional and personable sales team (like the AV Bend Team). And through our guidance, you would purchase AV tech that is the best match for your needs.
Thanks for reading!