Before anyone buys anything, they have to complete their own buying or Buy-In Continuum™, process. This is true whether they are from the government, a non-profit, a consumer, or another business. From your point of view, you want them to accomplish this process and in a specific order. If they do, your sales cycle will shorten. It will result in a win-win for you both or you will be able to cull them as a prospect with a clear conscience that this was NOT the sale for you. [Read more…]
The buyer’s world is key. Want more sales? Stop looking at it from your point of view. It’s not about you. It’s about the buyer. It’s about their buying process and your role. [Read more…]
Proud to be green. Here’s my paperless slide presentation, “Does Your Business Need Glasses”, from RISE Austin 2010. It presents what we believe is a better way to get better sales by using niche marketing that focuses on Platinum Profile Customers™. The goal of this system is to make positioning, pricing, and sales procedures more approachable for independent businesses.
The slide presentation also includes details on the Business Success Center’s sales process that all customers go through, the “Buyer’s Purchasing Continuum™”. The Continuum starts with their decision to look for something to meet their needs and desires. After a few steps, they buy. But, it doesn’t end there. The last step occurs after they buy when they either rejoice about their decision or experience buyer’s remorse. Knowing exactly how your Platinum Profile Customers™ do this allows you to focus your sales and marketing efforts.
Small business owners and entrepreneurs will want to follow the prioritized action items suggested. These will help avoid mistakes and expand sales opportunities. This is primarily of value to those already in business although it has ideas that startups can incorporate.
Using these ideas results in:
- Better sales and lower costs
- Collateral is more effective
- Shorter sales cycle [Read more…]