Breaking Down the Buying Process into 5 Basic Stages

Shopping around is just another way of saying that you are on the lookout for a solution to a problem.  Sometimes the problems are big and important to the buyer and the business.  Other times they are lower down on the personal or professional priority list.

Solution selling training helps you understand the buying process from the customer point of view so that, as a salesperson, you can effectively qualify opportunities and wisely influence the buying decision to best help your client to succeed.

There are basically 5 stages when a customer is in the “shopping” mode:

1. Recognition that there is a situation that needs fixing, improving or changing.
2. Consideration of what will drive the solution in terms of timing, cost, provider, and ideal result.
3. Looking for options…the active phase of “shopping around.
4. Evaluating options…the active phase of comparing three main alternative solutions (1) using internal resources, (2) using external resources, and (3) doing nothing.
5.  Making the buying decision.

As a salesperson, you might be contacted at any point along the way. Regardless of the stage, your solution selling influence will depend on how well you connect with the customer and add value at each stage, how closely you can strategically and tactically understand their situation, and how effectively you can guide them toward a vision for success that makes sense for their unique industry, strategy and culture.

Learn more at: http://www.lsaglobal.com/solution-selling-training/