before they purchase your solution.
And one of the factors we often miss is the buyer's journey, before they engaged us, during the term of working with us (pre-sale) and how they'll work after the purchase is made.
Seems complex, however for most sales professionals there's a unique advantage.
We must understand the first two, because that sets you up with knowing the best way to help them.
It's the classic case of:
➡️ where have they been (and why)
➡️ what do they need now (and why)
➡️ how will that solution be used (and why)
And then with a little validation, you can establish a process of what's next in your sales process, to work towards their approval of doing business with you.
One last thing too, keep checking and asking, because the answers you get at first may evolve and change as you go through it (what they need and how it will be used 😉) - hint hint
If you want to double your sales in 60 days, guaranteed, send me an email to [email protected]
Your job as the salesperson is to help them through this journey by providing information, answering questions, and guiding them toward making the right decision.
It's not just about closing the deal but also making sure the customer is satisfied with their purchase.
Understanding the buyer's journey is important because it helps you invest the time and effort needed to win the customer's trust and business.
And even after the sale, it's important to make sure the customer is happy so they can become a valuable reference for your business.