The best way to improve selling is to give your sales force a better understanding of buying. Customers go through eight predictable steps every time they consider a major purchase. To figure out how to best serve your customers, find out where the customers are in their buying process and what kinds of information the customer needs so they can move on to the next step in their sales solution.
Change
What change is occurring?
Discontent
How serious is my problem?
Research
What will fix my problem?
Comparison
Who offers the best solution?
Fear
What are the risks of buying?
Commitment
Can we come to terms?
Expectations
Where are my results?
Satisfaction
Am I satisfied?
Once you know the steps of a customer’s buying process, you can begin to develop the right set of skills that will help them through each step.
To learn more, download a free copy of Chapter 1 from Kevin Davis’s new book: Slow Down, Sell Faster!
