Difference between revisions of "Chapter 2, how buyers decide to buy"
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(Replaced content with "Chapter 2, how buyers decide to buy Category:howtomakethesale Category:How you make the sale") Tag: Replaced |
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| − | + | People buy to solve a problem. There are: | |
| + | * Real problems | ||
| + | * Perceived problems | ||
| + | |||
| + | The role of the sales person is to: | ||
| + | * understand the customers problem, | ||
| + | * possiblly help them understand their problem better | ||
| + | * walks them through possible solutions | ||
| + | * evaluate the options | ||
| + | * helps them select the best option to solve their problem | ||
| + | |||
| + | [[The path to purchase|The path to purchase]] describes the steps any customer/buyer goes through when he/she decides to buy. | ||
| + | |||
| + | Key points of the chapter: | ||
| + | * Customers buy to solve a problem | ||
| + | * Some problems are real, some are perceived | ||
| + | * Many problems have an ''image'' or [[Brand|Brand]]@mbi component to them | ||
| + | * Customers go through a predictable process [[The path to purchase|The path to purchase]] in any buying decision | ||
| + | * Customers don't buy products or services but ideally buy solutions | ||
| + | * The sales person with the best solution to the problem gets to make the sale | ||
| + | * The customer alone decides what the solution is. | ||
[[Category:howtomakethesale]] | [[Category:howtomakethesale]] | ||
[[Category:How you make the sale]] | [[Category:How you make the sale]] | ||
Latest revision as of 19:39, 27 August 2020
People buy to solve a problem. There are:
- Real problems
- Perceived problems
The role of the sales person is to:
- understand the customers problem,
- possiblly help them understand their problem better
- walks them through possible solutions
- evaluate the options
- helps them select the best option to solve their problem
The path to purchase describes the steps any customer/buyer goes through when he/she decides to buy.
Key points of the chapter:
- Customers buy to solve a problem
- Some problems are real, some are perceived
- Many problems have an image or Brand@mbi component to them
- Customers go through a predictable process The path to purchase in any buying decision
- Customers don't buy products or services but ideally buy solutions
- The sales person with the best solution to the problem gets to make the sale
- The customer alone decides what the solution is.
