All large organizations have very specific buying procedures that they follow when making major purchases. These may not be written down but they exist and it is critically important to understand their process and align your sales process to fit within their procedures. At the same time, individuals within the organization have subconscious procedures they follow for everything they buy, both personally and within their organization. You must understand how they prefer to make their purchases to improve your chances of having them buy from you.
In this module you will learn:
- The importance of understanding your prospect's buying procedure.
- The interaction between organizational and individual buying processes.
- The six key questions you must ask your prospect to discover their buying procedure.
- How to use your customer's buying procedure to align your "Green Lights" throughout the sales process.
| Lesson Duration: | Approximately 30 minutes. Note: If you don't complete this module you may resume or restart it at a later date. |
| Intended Audience: | Aimed at sales people who sell business-to-business. Generally geared toward selling into larger organizations with multiple levels of management. |
To learn more about this module you can play the following audio file.
