The Buy-Learning Process
© 2003 TopLine Leadership, Inc. |
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For years, the focus has been on the selling process - while ignoring customer buying behavior. Tomorrow's big winners, however, will be those who master today's psychology of buying.
The Buy-Learning Process includes eight specific steps that customers go through in making their buying decisions, and at each step, they ask specific questions.
Questions in the Customer's Head:
- Change
What change is occurring?
- Discontent
How serious is my problem?
- Research
What will fix my problem?
- Comparison
Who offers the best solution?
- Fear
What are the risks of buying?
- Commitment
Can we come to terms?
- Expectations
Where are my results?
- Satisfaction
Am I satisfied?
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"We have tried several other leading programs over the last few years. None have resonated as positively as this system."
Vice President of Sales
Fujitsu Microelectronics, Inc. |
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