That Increase Sales Revenue
How They Buy
Purchase Decision Process | No salesmen | Transparent ValueThe Purchase Decision ProcessAll buyers go through the four stages of the Purchase Decision Process before they are ready to buy.
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No Sales PeopleThe traditional sales model relied on the sales person to play a significant role in Steps 1-4 of the Purchase Decision Process.Today, the buyer performs Steps 1-4 on their own. They only seek out a sales person when they are ready to execute the transaction. This is GOOD NEWS for your sales teams. The buyer wants them to focus on closing the sale—which is where they deliver the most value to you. You need to shift the lead generation responsibilities to a buyer centric lead generation program. It costs less and produces more robust results. |
Transparent ValueBecause the sales person is no longer involved in Steps 1-4 of the Purchase Decision Process, the opportunity for “selling” is eliminated.That means the dialogue that allowed the sales person to overcome objections no longer takes place. Today, your product or service must stand before the buyer absolutely naked. If the buyer can't readily identify and understand its transparent value, then they won't buy it. Your product's transparent value must be real and compelling. |
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