Agility is all the rage and research findings indicate that the most agile sellers win. The challenge is that agility is not a simple thing. Those sellers who elevate their game to true sales agility have a solid foundation to build upon. Our own research and work with clients informed our approach to sales agility and building the necessary foundation to ensure agility sticks.
Buyer psychology and decision science give us strong indicators of what is needed as the basic building blocks for agility. Although buyer behavior changes, there are some predictable stages buyers traverse as they navigate their buying journey. Sellers who understand the psychology behind buying decisions have a compass to guide them on how to align selling efforts accordingly for maximum impact.
What if you had a simple, yet powerful framework that equips your sellers to navigate the buying journey and align seller behavior accordingly to create more positive buying experiences?
IMPORTANT QUESTIONS TO ASK:
- What motivates the buyer during the various stages of their purchasing journey and how do those motivators change over time?
- How do the most effective sellers align their sales approach to match buyer behavior?
- How do sellers shape buyer thinking, maintain curiosity and relevance while influencing the criteria buyers use to make decisions?
- What are the most effective ways to help buyers mitigate risks associated with decision-making?