The sales process from the buyer's perspective
Posted: Sat Feb 22, 2025 5:53 am
What are the buyer-centric steps in the sales process?
A buyer-centric sales process stage is one that is represented from the buyer's perspective. Recall that the sales process is a set of clearly defined steps and methods of communication between a company and its customers. prospects . Think about this stage from the buyer's perspective. How would they view this part of the sales process?
buyer-centric image of a hand pressing a button
How to make the sales process buyer-centric?
In most cases, simply changing the names of your sales a complete list of unit phone numbers process steps slightly can make them buyer-centric. But that small change can make a huge difference in how your team operates. If you frame the sales process in terms of the seller’s steps, your reps might think, “Here’s what I need to do with this buyer.” The buyer will feel like they’re being dragged into something that’s more the seller’s job than theirs. On the other hand, if you reframe the process from the buyer’s perspective, your reps will think, “Here’s what I need to help this buyer accomplish,” and buyers will feel like they’re on the same page.
Buyer-centric means that the sales team’s actions align with the buyer. Every step of the sales process should be a rep-centric action and a buyer-centric outcome.
Every step of the sales process is focused on the buyer and your team
You might be thinking, “Wait a minute, you just said I should focus on my team’s actions, not buyers.” This isn’t a contradiction. You want each step to be a combination of a rep-centric action and a buyer-centric outcome. For example, you might have a step that you’ve named “Demo.” Demoing your product is an action your rep can take, but the exit criteria for the “Demo” step should be a buyer action, such as scheduling another meeting or accepting a proposal submission.
A buyer-centric sales process stage is one that is represented from the buyer's perspective. Recall that the sales process is a set of clearly defined steps and methods of communication between a company and its customers. prospects . Think about this stage from the buyer's perspective. How would they view this part of the sales process?
buyer-centric image of a hand pressing a button
How to make the sales process buyer-centric?
In most cases, simply changing the names of your sales a complete list of unit phone numbers process steps slightly can make them buyer-centric. But that small change can make a huge difference in how your team operates. If you frame the sales process in terms of the seller’s steps, your reps might think, “Here’s what I need to do with this buyer.” The buyer will feel like they’re being dragged into something that’s more the seller’s job than theirs. On the other hand, if you reframe the process from the buyer’s perspective, your reps will think, “Here’s what I need to help this buyer accomplish,” and buyers will feel like they’re on the same page.
Buyer-centric means that the sales team’s actions align with the buyer. Every step of the sales process should be a rep-centric action and a buyer-centric outcome.
Every step of the sales process is focused on the buyer and your team
You might be thinking, “Wait a minute, you just said I should focus on my team’s actions, not buyers.” This isn’t a contradiction. You want each step to be a combination of a rep-centric action and a buyer-centric outcome. For example, you might have a step that you’ve named “Demo.” Demoing your product is an action your rep can take, but the exit criteria for the “Demo” step should be a buyer action, such as scheduling another meeting or accepting a proposal submission.