Today’s buyers are more informed than ever. In fact, 81% of reps say customers are conducting their own research before they ever connect with sales. Canned scripts and one-size-fits-all methods won’t cut it when dealing with savvy buyers — they want more detailed information, more personalized solutions, and a tailored sales approach. That’s why it’s so critical to understand the buyer’s journey. Once you know what a prospect needs to move from interest to purchase, you navigate the sales road with ease and close quickly.
Here’s how you get there.
What you’ll learn:
What is the buyer’s journey?
What are the stages of the buyer’s journey?
Why is understanding the buyer’s journey important?
How does the buyer’s journey relate to the lead funnel?
How to tailor your sales process to the buyer’s journey
Buyer’s journey example
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What is the buyer’s journey?
The buyer’s journey accounts for all the steps a customer takes to america phone number list move from discovery for a product to purchase. This includes their behaviors and attitudes toward your brand and how they interact with your marketing and, eventually, your product or service.
This journey is typically segmented into three stages: awareness, consideration, and decision. Don’t assume, however, that every buyer steps through those three stages in 1-2-3 order every time. Buyers’ journeys often wind up taking very non-linear paths. We’ll get into that below.
What are the stages of the buyer’s journey?
As noted above, the buyer’s journey can be summed up in three stages. Each stage factors in the psychological state of the buyer, including their needs, behaviors, and decision-making processes. These help inform the actions a seller can take to move the deal forward. Let’s take a closer look at each one.