Buying Journey
What is the first stage of the buying journey?
Identify needs
What type of Sales approach is this?
A needs-based collaborative approach to aligning selling activities with buyer behavior.
Consultative
Whose ideas do Buyers like best?
Their own
What are the four key items in the flow of a collaborative sales conversation?
Opening
Seeking
Sharing
Closing
Understanding the Buyer's stage within their journey is critical. True or False
True
When considering the Buyer's journey, do you establish criteria or assess solutions first?
Establish criteria
What type of Sales approach is this?
An insight-driven approach to reshape customer thinking and explore alternative ways of solving problems.
Disruptive
Once buyers have moved beyond the identify needs stage, they have decided that their problems are big enough to fix. Their thinking shifts from "How big is it?" to _______________________
How do I fix this?
Gaining ________ __________ along the buying journey from the customer is the consultative tactic most highly correlated to performance.
incremental commitments
Buyers are emotional beings who make emotional decisions and find rational ways to justify them.
True
The early stage (identify needs) of the buying journey is critical because why?
It assesses how motivated buyers are fix their problems. Are they willing to change or not?
What type of Sales approach is this?
An ROI-driven approach that builds a business case and justification for making the decision.
Financial
When would you ask "pain" questions?
Early on in the process to create a need for change and understand the challenge.
When you state your opening statement, you should have what in mind?
The end. Focus on closing and work backward through the conversation flow.
Buyers will always buy when sales people have made solid, rational business cases for change.
False
Once a buyer decides to change, their mindset shifts from problem orientation to what?
Solution orientation. Buyers begin to think about what is important to them.
What type of Sales approach is this?
A solutions-based approach that highlights differentiation and competitive advantage over alternative solutions.
Competitive
Later in the process after the customer understands that they need to resolve a problem. What do they have to gain?
What are the three types of questions you can ask customers?
Background
Pain
Gain
Buyers are more than twice as likely to take action to avoid pain than they are to achieve gain.
True
In the later stages of the buying journey, buyers shift their thinking from what they will gain , to what?
Potential risks and the downsides of making a bad decision.
What are all four types of Sales Agility/Strategies?
Disruptive
Competitive
Financial
Consultative
Buyers make changes when the pain of ___________ exceeds the pain of _____________.
Buyers make changes when the pain of staying the same exceeds the pain of change.
The interplay of seeking and giving information is the secret to effective sales conversations. Salespeople must resist the impulse to jump in too quickly with ______ but they must also share ________ that ______ the buyer's interest.
Solutions
Solutions
Pique
Regarding Sales conversations, we don't need a path to follow nor ground rules for how to engage with buyers. We simply need to follow the conversation and see where it leads us.
False