Download - Buying Model 3G
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BUYING MODEL 3G“The New Millennium” Version
Effective Customer
Service
Effective Customer
Service
Effective LogisticsEffective Logistics
Effective Sales
Effective Sales
Effective DemandCreation
Effective DemandCreation
Effective LeadGeneration
Effective LeadGeneration
Effective MarketingEffective
Marketing
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Which One Are You?
• Company B?
OR
• Company A?
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Company B
• Strongly believe that their current state is perfect• Never change their sales and marketing processes• Think that they occupy a sizeable market niche, and that’s why they never
spend money on change• Rely solely on their own internal sales and marketing mechanisms and they
are fully content with quality of customers
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Company A
• Never happy with their current results• Believe in constant improvement of their internal processes and external
partnerships • Believe in constant improvement of their sales and marketing processes• Spend a lot of time, money and efforts analyzing their market and their
competitors • Use a combination of internal and external initiatives and strategic
partnerships with other market leaders
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Buying Cycle
This has not changed
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Selling Cycle
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Buying Vs Selling
Buying Steps:
• Awareness of Needs• Assessment of Alternatives• Alleviation of Risk• Decision• Achievement of Results
Selling Steps:
• Sales Rep’s Preparation• Develop Suspect List• Make Qualifier Interview• Prospect Identified (or Prospect
Delayed)• System Analysis• Select Proposal• Prepare Pricing• Prepare Proposal• Present Proposal• Resolve Objections• Close (or Customer Postponed)• Sales Follow-up
What’s wrong with this picture?
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Buying Vs Selling
Buying Steps:
• Awareness of Needs• Assessment of Alternatives• Alleviation of Risk• Decision• Achievement of Results
Selling Steps:
• Sales Rep’s Preparation• Develop Suspect List• Make Qualifier Interview• Prospect Identified (or Prospect
Delayed)• System Analysis• Select Proposal• Prepare Pricing• Prepare Proposal• Present Proposal• Resolve Objections• Close (or Customer Postponed)• Sales Follow-up
5 Steps
12 Steps
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Buying Vs Selling
Buying Steps: Selling Steps:
5 Steps vs 12 Steps
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Clearly – there’s a mismatch!
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Age of Confusion
Buyers:
• Too many choices• Too many sellers• Who can I trust?• How can I choose?• Where should I go?
Sellers:
• How can I create value?• How can I stand out?• How can I promote my
products/ services• How can I prove that my
stuff is better?
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Solution
The Selling Cycle
What if We Match Buying and Selling Cycles?
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Do you think you can have a happy Customer as a result?
?
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3G Concept3G Concept derives from our free report “Buying Model 3G” that describes how the customers make buying decisions in the new millennium and how you can gain instant and unfair advantage
over your competitors if you understand and implement this concept in your own business.
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