the buyers journey

The

JourneyBuyer’s

2

Different perspectives

Association Française des Conférenciers Professionnels

We all deliver….

Keynotes

Stars on stage

Executive Programs

Corporate Training

Workshops

Executive coaching

Personal coaching

A typical Buyer

They are doing this

Stuck in the sand

Need clarity and direction

Navigate the bends

Lead them into the unknown

25

The buyer’s journey

Help them see the big picture

27

Demonstrate our uniqueness

Lots of ideas

Chose one idea

Just one exceptional idea

Really interesting!

Really stupid!

Tell me more

… and when we do?

Problemthe

The result

Yes, No Sale

We need a

Buyer Navigation System

Your challenge:

Find 3 Take Aways

Solutionthe

1 2 3things to

remember

Get your message out there

1. The Sales Cycle

2. The Buyer’s Decision Process

3. You can double your business

The Sales Cycle

3. Needs

1. Prospecting

4. Proposing

5. Negotiating

6. Closing

2. Qualifying1

1. Prospecting

2. Qualifying

3. Needs analysis

4. Proposing

Sharpen your pencil

5. Negotiating

6. Close

Question?

What is the most

difficult step in

the Sales Cycle ?

Finding new

Business ?

PROSPECTING ?

PROSPECTING ?PROSPECTING ?

PROSPECTING ?PROSPECTING ?

PROSPECTING ?

Prospecting

Prospecting equipment

Patience

Tenacity

Prospect research

More prospect research

Swimming with the sharks

Poor prospecting

Better prospecting

Sorting and selection

Self generated business

Great prospecting

Prospecting =

Networking

with a purpose

“Eighty percent of success is showing up.”

Woody Allen

The Buyer’s Decision Process

1. Person

2. Company

3. Product

4. Price

5. Why Now?

2

1. Person

2. Company

3. Product

4. Price

4. Value

4. Relevant Value

5. Why Now?

Create a sense of…

87

….urgency

Motivated to take action

6. Close

Is the Sales

Cycle dead?

Question?

Small hint

Need to

thinking

‘AND’ = the

KEY to

SUCCESS

AND thinking

3. Needs

1. Prospecting

4. Proposing

5. Negotiating

6. Closing

2. Qualifying1. Person

2. Company

3. Product

4. Price

5. Why Now?

AND

How can you double

your speaking business?

3

98

Let’s get real

Recommendation Marketing

101

Self-promotion

Cold calling doesn’t work

Use your BAG

Ask Diagnostic Questions

3 - Level Questioning

1.

2.

3.

1.

2.

3.

1.

2.

3.

HOW ? #4

Bonus

The Buyer Decision Process

Create moments of insight

What they are buying

Sales

Cycle

Buyer’s

Decision

Process

Winning Mindset

1. The Sales Cycle

2. The Buyer’s Decision Process

3. You can double your business

Can you

do it ?

Question?

The Answer:

Commitment

The Buyer’s

Journey

David R EdniePresident & CEOSalesChannel Europe SARLPh: +33 676 600 925Email: [email protected]: http://saleschannel.blogspot.comWebsite: www.saleschannel-europe.com

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