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Everyone has a way of doing the things they do. From the way you choose where to go to dinner, to the way you decide what to wear to work. The actions you take and the decisions you make follow a certain pattern. You have your own individual way of coming to a decision, and of getting yourself to take action. When buying a product/service you might not even realize that there are specific steps you take each time you make a purchase decision. It would be pretty inefficient to use arbitrarily chosen steps to make a decision every time you had to make a purchase. We have consciously or unconsciously developed a specific combination of feelings/thoughts within ourselves that will cause us to "make sense" of the purchase decision, and buy. If we know the exact steps a person takes when making a confident purchase decision than we can provide our product/service in the manner necessary to create the sale. It is much easier and wiser to use a pre-existing system - in this case a comfortable buying strategy, than to try to create a whole new buying pattern.

There are three main forms of representing things to ourselves. We use the visual, auditory, and feeling senses to interpret information we receive. With the information we receive via these channels we create our representations of things, or basically the meanings we give to things. Everyone uses a combination of these three modalities in specific ways to create a certainty within themselves to buy. In eliciting your clients preferred strategy you simply need to ask the right questions. These powerful questions will give you the basic key to unlock the buying response.

Chances are that your client has made many buying decisions in his/her life. These buying experiences have provided a habitual way of making purchase decisions. By asking the right questions you allow your client to access these memories and the process used to buy. Remember that this will require asking specific questions, and also its important to know that everyone does it differently....there maybe 3 steps or 10 steps in the decision making strategy of your client...it can vary...some will first "Hear" from a friend about x, then they will "imagine" how they would "feel" having it, and next they want to "feel" themselves using the pr/s...then they're certain about buying. The following is a list of questions that should be used with a client to access the buying strategy:

How do you know when you should buy something?

How did you begin the process

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