“There are four predictable steps that impact all major purchase decisions. Do you know what they are?” – David Mattson
In an article originally published at Forbes.com for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer’s journey.
Mattson explains the predictable steps buyers go through before making a decision to purchase… then coaches salespeople on the best ways to interact with buyers moving through those stages.
Savvy sales professionals, Mattson points out, are “tactfully proactive” in helping buyers along to the next stage of the journey. They never stop being curious about how the buyer’s journey is unfolding for a given contact. And they continually look for the best ways to become part of that buyer’s journey.
The better we understand our buyer’s journey, the better we will be at identifying the step they've reached at any given point – and the more effective our sales process will be.
To read the complete article, click here.
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David is the author of the Wall Street Journal bestsellers, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them and Sandler Success Principles: 11 Insights that will change the way you think and sell. He regularly authors articles for business publications and continues to be involved in the ongoing creation and development of new Sandler training products and programs.
