The Buyers Journey that you rarely talk about

Most sellers don’t buy.

That’s the crux behind many of the issues that sales pros face.

If you don’t know how buyers buy then how can you truly know how to sell to them?

This is the question.

Sales leaders - we need to educate sellers on HOW people buy in 2024.

So to make it simple - copy and paste the following. This is my (and many of my peers’) buying process.

Keep reading past it if you want a further deep dive into what else sellers should know about.

KD’s Buying Process (as an SVP overseeing 100s of team members)

1. I do some research on Google, G2, Pavilion, etc looking for tools that solve the problem I'm looking for.

2. Narrow down to 5-6 companies. 2-3 established, 2-3 up-and-comers.

3. Reach out - Almost 100% through connections, I reach out directly and ask them to have someone contact me.

4. Sit through 6 disco calls over 1.5 weeks. (ALSO - I just knock out all the BANT/MEDDIC/SPICED stuff right away in the first 5-10 min of the call and then ask to see something if I can. Rarely get to see anything )

5. Start sitting through 6 initial demos.

At this point, the first thing you need to know is my head is “spinning”. It is next to impossible to remember who was who and who does what.

This is why standing out in your FOLLOW-UP is so key.

Also - please know that I’m telling all the companies who I’m talking to.

This is what buyers are going through every freaking day.

Here’s what YOU (or your team) can do about it.

1. Focus on the differences within the demo/discussion - this matters a lot

2. Don’t use static decks. Bring out parts of the presentation that matter to things that you know I’VE said in discovery / prior conversations.

3. Give pricing when it’s asked

4. SHOW instead of telling.

5. Stand out in the follow-up vs writing a generic thank you with the next steps.

Now that you’ve seen a buyer’s journey how will you shift your approach next week?

How can you learn about your buyers’ process in more detail?

Are you asking about it when you speak to your customers?

THIS is what makes all the difference.

Happy selling y’all -

KD

ps. can you take 2s to tell me what you thought about this edition?