Get In Step With Your Customer's
Buying Process

Learning the Steps
In the sales arena, as on the dance floor, misperception can really put a salesperson off beat. Like any dance, navigating through a sale depends on how well the two parties understand each other.

Prospects searching for solutions can go online for information (accurate or not). You may not be aware of just how much they know about your company and your products.

Dancing in Unison
A sales professional must recognize that the buying process is often moving long before the selling process begins. Without a thorough understanding of where your partner is on the dance floor, opportunities to step on toes abound. You might overlook a need, miss the urgency of their situation, ask for commitment too soon, or propose an irrelevant solution.

Before you move forward, be sure to: 

• Assess the client's circumstance to build a foundation for action.
• Determine your client's buying cycle and confirm where he is in the process.
• Arrange your time according to your client's buying cycle.

The more knowledge you can gather about your customer's buying process, the better you can match your selling process to ensure solid results.

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