Critical Selling Skill #1: Buyer/Seller Process

The 5 Buying Decisions

Buyer/Seller Relationship: FACT

82% of salespeople fail to follow a selling process that matches the decision-making process of the buyer . Every buyer makes a predetermined sequence of decisions as they decide who and what to buy. When salespeople have a process that matches this sequence, they treat the buyer with respect which leads to lasting relationships and repeat business.

%

Fail to differentiate themselves from competitors

The Customer’s Five Buying Decisions

All customers make Five Sequential Buying Decisions. These decisions are always made in the following order.

customers make Five Sequential Buying DecisionsSalespeople

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