Understanding the Customer Buying Journey and Overcoming Sales Blockades
This guide explores the customer buying process, identifying key phases and blockades faced by potential buyers. Sales teams must take actionable steps to encourage purchases, including proposing compelling ideas, reinforcing customer needs, differentiating from competitors, and addressing objections effectively. We discuss the four stages of the customer’s decision-making, from consideration to final decision, highlighting potential risks and last-minute issues. By understanding these aspects, sales can navigate complex negotiations and enhance closing rates.
Understanding the Customer Buying Journey and Overcoming Sales Blockades
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Presentation Transcript
EBMS recap How does a customer buy?What are the blockades?What must sales do? • Action to be taken by sales • -1- Hand idea (that immediately makes him consider buying) • -2- Strengthen the need (the mother list of all he might wish to have) • -3- Differentiate (why are you better on the needs identified under 2) • -4- Take out last objections and close (give space to the buyer and round off) • Phases in the head of the customer with corresponding blockades • -1- Is this something for me? (Customer considers buying) • Justification • -2- What is it that I want? (Customer has decided to buy) • Doubt • -3- With whom shall I buy? (Customer knows what he wants and looks for the right supplier) • Comparison • -4- I am taking a decision? (Customer goes over the whole process and decides to buy) • Risk analysis
Last minute issues -1- Againabout pricing. ( check in phase 2 ! ) -2- After sale service ( should have been coverred in pahse 2 and 3 ) -3- OtherSupplierget’sanother chance ( check in 3 , what is the playing field ) -4- Management comesintonegotiotion ( check in Phase 2 : DMU ? ) -5- More discount after the deal ( make a clear deal ) -6- Changingstandardsafter order ( beclearaboutpossibilitiesandconsequences ) -7- Inflation off commodity ( beclear in Phase 3 ) -8- Change of quantity ( beclear in phase 2 and 3 ) -9- Need more time todecide , ( cretaeurgencyand bonus forquickdecision ) -10- Policy change ( nastyone, cannot control sowhathappened )
