The Customer Buying Mode

Understanding the customer buying mode and positioning your product or service effectively can increase the chances of making a sale.

1. 00:00 🚗 When deciding to buy a car, the trigger event is often when the current car breaks down too many times and the maintenance costs become too high.

2. 00:23 🔍 When buying a car, you start by considering different types, then narrow down your choices based on reviews and budget before ultimately making a selection.

3. 00:50 📝 Customers go through a cycle of implementing, measuring, and eventually changing their preferences for a product or service over time.

4. 01:18 💡 When selling a software system, customers often come to you because something has happened with their current software that they are unhappy with.

5. 01:44 📝 Understanding the customer buying mode is crucial for B2B sellers as catching them early in the search phase increases the chances of making a sale, while selling to customers in the implementation or hold mode is less likely to be successful.

6. 02:28 💡 Sometimes, by positioning your product or service in a way that highlights its benefits and creates a sense of discovery, you can generate interest and make customers consider other options.

7. 03:08 📝 Ask clients how long they have been using a product or service to gauge when they might be open to implementing a new service, and if they express satisfaction with their current supplier, acknowledge their contentment.

8. 03:40 💡 Understand where your buyer is mentally in the buying process to sell more effectively.

#customerjourney #howtheybuy