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Looking for a way to speed toward closing the sale? Involve your buyer as much as possible in the sales discussion.

This is just plain common sense; conventional wisdom holds that while people hate to be sold, they love to buy. So ask questions to make him or her enjoy the act of buying:

 

  • “So, in terms of a new motorcycle, are you looking for a good, better, or best machine?”
  • “On a scale of one to ten – one being the lowest and ten being the highest – how would you rate this bike?”
  • “If you could ask for anything you want on your new ride, what would it be?”
  • “What’s your main hesitation in making this purchase?”
  • “If you were to describe your wife’s reaction to your decision to purchase this new Harley-Davidson Dyna, would you describe it as positive, neutral, or negative?”

Soliciting the buyer’s perspective helps you maintain control by better understanding buying motivations and influences — enabling you to tailor your next steps based on the feedback you receive.