Critical Selling Skill #1: Buyer/Seller Process

The 5 Buying Decisions

Buyer/Seller Process

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.

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