- What’s the nature of a customer’s need for my service or product? Under what circumstances will customers require my service or product? How often will they need me?
- How many ways is it possible for my customers to perceive risk? Is this risk confined to the service or product? Does it apply to the transaction process?
- What do potential customers already know about my service or product? Do I need to clarify misconceptions? Do I need to reassure? What do I need to teach them?
- Who will be involved in making the buying decision? What concerns, different perspectives and varying (or potentially competing) needs will come into play?
Source: The Equation That Matters / GrokDotCom, Volume 134: 7/1/06
Subject: Sales Questions
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