applied know how
I have written several articles about the buyer journey, buyer personas, aligning the buying and selling process; here is an aid to this process a journey plan for the buying process.
At its core, I’ve turned around the typical account planning tool, to focus more clearly on the Buyer and their needs. This is to build empathy and to assist the seller more clearly understand the questions a Buyer has to tailor the sellers presentations and plans to meet the Buyers needs. … Read more
When I spoke with Raymond, he was confused. “I thought he was ready to commit to the order” he said, “but when I presented the final promotional contract, he said he was still considering another offer”.
Raymond and his buyer obviously weren’t aligned in their separate perceptions of where they were in the buyer-seller journey.
Most of the reasons sales fall through is that the sellers perceptions and a buyers willingness to commit are misaligned.… Read more