WHAT ARE THE BUYING JOURNEY PHASES?
I mentioned last time why I think that in B2B complex sales it’s the buying journey that’s important. You heard me talk about the need to focus on what matters to the customer. You also heard me say that the journey doesn’t always flow in the way that most traditional sales funnels suggest. Often the buying journey isn’t as straightforward as the salesperson might wish it to be. Knowing about the phases of the buying journey is key. Knowing where your customer is in the buying journey is even more critical.
In B2B complex sales how do you know where the customer is in the buying journey?
In this second video in a series diving deep into how the buying journey works, you’ll hear an overview of the different phases of the Buying Journey. This will help you begin to understand where your customer might be along their own buying journey and what you need to do next.
Next time – I’ll help you look for the clues that tell you where the customer is in their thinking and the traps you can fall into.
Hoping you find this helpful; keep safe and well
About John Moss – John’s extensive background in sales, marketing and general management has been followed by three decades in management consultancy. John is fiercely committed to helping individuals and businesses grow and succeed; his talent for spotting what needs to be done, his tenacity for making sure things then happen, his commitment to growing long-term business relationships and his ability to impart that knowledge to other people make him an inspirational consultant, leader and coach.
At JA Consulting we help businesses and individuals take the theory of selling and put it into practice. We’re here to help you learn how to spot and grow business opportunities, how to develop strong and transferable selling skills and how to generate robust account management.
If you have any questions, our team can assist you as usual via phone or email.
Look out for more hints and tips coming soon.