Customers normally buy in three stages. First, they buy into the salesperson. Do they want to do business with you? Are you likeable, do you seem honest, do you know your stuff, and have they heard good things about you?

Second, they buy your company. Does your brand have a good reputation? Does your company stand behind their products with a good warranty? Does your company offer the new cool products? Has the customer seen your company’s advertisements in magazines? Are your company’s mobile jobbers happy with the company?

Finally, they buy the product. Is this what they want? Will it fill their needs? Is it priced right? Is there something better on the market? Can they afford it? What will their co-workers think of them buying this product?