Key Questions during the Buying Decision Process- For each question, provide a brief explanation why the question is important to ask the customer.

1. Who, besides you, will be making the decision to buy?

2. What problems do you foresee in changing suppliers?

3. What do we need to do to win the support of others?

4. When would you plan to make the purchase decision?

5. What sense of urgency do you feel about this buying decision?

6. Other important questions & why? (This question worth up to 6 points )