Advantage Know the Buying Process June 26, 2012 for Sales

Questions for Discussion Think of the last major purchase you made. What was your buying process? What were the stages, and what were your needs at each stage? How does understanding your buying strategies help you understand your potential buyers? What are your best strategies for getting to “yes” in sales?

Identify your prospective buyers Understand the roles and functions in the Buying Process Understand the Approval Process Identify the criteria for Making a Buying Decision Discover the best approaches to get to “yes” Goals for Today’s Webinar

Prospective Buyers Who are your prospective buyers? Identifiable customers or businesses with the ability or need to buy Current customers Past customers

Affirming Dominant ThinkingFeeling RegulatorEnergizer AnalyzerCooperator Assessing Personality Styles

Know Yourself, Know Your Customer How does understanding personality types help improve the buying process? Knowing how your personality type interacts with your customer’s type improves communication Use personality types to modify the buying process to increase the chance of “yes”

Affirming Dominant ThinkingFeeling RegulatorEnergizer AnalyzerCooperator Assessing Personality Styles

Values by Personality in Buying Values by personality for Making a Buying Decisions (Remember—we are all of them in different proportions.): Priorities Price Reputation Value Security Warranty Guarantee Experience Relationship

Roles and Functions What are the Roles and Functions in the Buying Process? Negotiator Purchaser Decision Makers Influencers Recommenders

Criteria for Buying Criteria for Making a Buying Decision: Priorities Price Reputation Value Security Warranty Guarantee Experience Relationship

Approval Process The Approval Process Who has ink in the pen? Which personality types are involved? Adapt the Buying Process accordingly

Implications of Strategies Buying process, not selling process Pipeline is a tool to help you manage the buying process. Adjust your process/procedures to their timeline and needs

Identifying Buying Signals Identifying Common Buying Signals Spending time discussing or looking at one product Using “possession language” Asking about price Body-state or body language changes Asking detailed questions Asking for an opinion or references

Getting to “Yes!” Responding to buying signals Closing the deal Ensuring future business and forging a strong rapport

Reminder… “Yes” means __________ “Maybe” means __________ “No” means __________

Looking Ahead Next A4S Webinar: Tuesday, July 10 th – 12:00 pm