Welcome to the third installment of our customer-centric sales process discussion. As salespeople, we tend to be very structured in the linear mechanics of our sales process. However, the buyer’s journey tends to be an asymmetrical one that bounces around. Our goal in our discussions is to find the keys that will focus your efforts in a manner that fits your buyer’s process.
Last week, we stressed the importance of education. Specifically, providing the information the client needs to address the concerns of ALL the parties involved. Including the silent agency.
This week, we elaborate more on educating the client. Steve talks about the role of the demo in the buyer’s journey. The demo needs to be able to speak to gatherers, influencers, the silent agency, and the decision-makers. Watch for key points to consider in your sales strategies!
If you want to go over your game plan, reach out to us. We’d love to have a conversation with you!
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