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.
82%
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.
