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.
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Fail to differentiate
The Customer’s Five Buying Decisions
All customers make Five Sequential Buying Decisions. These decisions are always made in the following order.