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.

Ask your buyer questions to make him enjoy the act of buying more. Here are some examples:

  • “On a scale of one to ten — one being the lowest and ten being the highest — how would you rate both your need and your desire for this motorcycle?
  • “What are you looking for most in a new ride?
  • “If you were to describe your spouse’s reaction to your decision to purchase a new Harley-Davidson, 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.

Give it a try this week.