Knowing the Customer's Buying Process
The most effective way to sell is to work from the buyer's perspective. Knowing where the customer is in their buying process enables you to choose the right actions at the right time to move them forward. In this foundational course, we provide a useful model for visualizing the customer's buying process, and show you how to use it to be more a more effective salesperson. This course is a prerequisite for a number of courses offered by Strategy to Revenue, and may well change the way you think about selling.
Keywords: sales, selling, salesperson, buying process, Customer, buyer, sales model, buyer's perspective, customer's perspective
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Knowing the Customer's Buying Process 1 - The Buying Clock
Introduces the learner to the customer's buying process and the Buying Clock.
Knowing the Customer's Buying Process 2 - Exploring the Buying Clock
Reinforces and checks understanding of the Buying Clock by describing various customer behaviors and assigning them the correct phases.
Knowing the Customer's Buying Process 3 - Working With the Buying Clock
Goes more deeply into the Buying Clock and what to expect when working with it to move customers toward a sale.
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