Understand Customers Buying Process To Win

Hi LinkedIn, this is Mike Allison from mikeallisoncoaching.com. 

Now, if you want to be in the top 1 percent within your sales organization as a sales rep, one of the things that you need to understand is the buying process of your customers. 

Now, it's obvious that sales reps all have a sales process, but you certainly want to look at things from the buyers perspective, and by asking great questions you're going to understand the buyer's perspective. 

You're going to find out what their pain points are and you're going to be able to help them to see how you can solve those pains for them, how you can alleviate them of the issues they're facing. 

Some buyers will take longer to make decisions than others, and that's okay. Some individuals, some customers might want to test out your product or your solution a little bit longer than others. No problem. 

But by focusing on their perspective and by helping them to view you as a partner, and you viewing them as a partner in business together, that's going to help you to have a great relationship with your customers and potential customers, and as you elucidate their pain points and show them the solution, you're going to be actually leading them to making the buying decision.

And the clearer that you can do that for them, to help them see how you can solve their problems and help them achieve the end result, the faster they're going to make the decision to buy from you. 

So, understand your customer's buying processes and that's going to help you to get into the top 1 percent within your sales organization.

Watch the other videos in this series:  

Video #1