What would it take for you to embrace the Buying Cycle and ditch the Sales Cycle?
As a sales professional, how often do you find that your prospects, customers and clients do things to meet their agenda and not yours? In our experience - ALL THE TIME!
How would you go about embracing that reality?
What stands in your way?
Ditch the old way of working - the sales cycle - and embrace the Buying Cycle as a powerful way to help you think this through and especially to;
- Diagnose where your prospects,clients and customers really are
- Identify how best to help them, based on where they are
- Do the right thing at the right time
- Choose the appropriate strategies and actions that truly help them and you
Introducing the Buying Cycle.
How the Buying Cycle can help you.
The Buying Cycle helps sales professionals ‘walk in the shoes’ of their customers.
Frequently we are more focused on our own view of the world, on our internal expectations and requirements and thus fail to see things from our customer’s perspective. And yet, there is no more important and valuable capability than being able to help our customers interpret their situation and find ways to overcome their issues and challenges.
What phase of the Buying Cycle is your customer in?
The starting point is to identify the phase our customer currently is in and to bring it to their attention. In so doing, we become welcome advisers who have the potential to assist customers wherever they may be on the cycle at any moment.
As sales professionals this also enables us to identify the most appropriate strategy to employ. This leads to sales success.
- If our customer is in the Latent phase, then our role is to help them recognise that they may have an issue or opportunity, using great value propositions, such as created by applying the CATS CIGAR.
- Once our customer is Aware, then we can help them explore the problem and re-frame it in creative and innovative ways and explore the potential barriers to change
- As our customer moves into the Exploring phase, we provide them with ideas and options.
- During the Deciding phase we propose and help establish specific benefits and value. We aim to position our solution as the most appropriate and effective answer to the customer’s issue.
- During Implementation, we work closely with our customer to help them keep on track, to ensure that we deliver what we promise.
- And during the Reviewing phase, our role is to honestly and genuinely be interested and involved in identifying the value of what has been completed.
Do this and you will be recognised as being someone who can be trusted to help do the right thing. A rare and privileged place to be in!
If the Buying Cycle interests you, then please contact us to explore it further.