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Win More Sales by Discovering How Buyers Make the Decision to Buy

Every buyer goes through a series of steps before they decide they are ready to buy. At every stage, they are looking for content that gives them the information they need to make a decision to buy:

o Answers to their questions
o Solutions to their problems
o “How-to’s” that show them how to accomplish a task

While there is a time for sales people and sell sheets, during this process, buyers want to find the information themselves. And if you don’t provide them the content they need online, they will go somewhere else, leaving you behind. On the flip-side, if you do provide the information buyers are seeking, you will guide them through the steps to purchase-ready and win the sale.

These steps are called the Purchase Decision Process. When you know these steps and help fulfill buyers’ needs at each step, you will drive leads closer to purchase-ready and stay in front of the buyer throughout the process:

1. Discovery: buyers realize they have a problem and begin seeking someone or something to help solve their problem.

2. Information: buyers are actively finding information that answers their questions, solves their problems or shows them how to accomplish a task.

3. Endorsement: buyers read and see what their peers are saying about a product or service.

4. Proof/Demo: buyers want to make sure the solution accomplishes what they need it to do.

5. Conversion: buyers want to purchase the product or service in a way that is easy for them.

In the following blogs, we will discuss how to fulfill buyers’ needs in each step. Or if you can’t wait, download our free eBook: 5 Steps to Increase Sales From New Customers.