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.