ALL >> Marketing >> View Article
Mars And Venus V - Buyers And Sellers Want To Close For Different Reasons
![Profile Picture](https://www.123articleonline.com/images/avatar-default.jpg)
Do you remember that last significant sale you made? Do you remember the buzz you felt from the exhilaration of closing? So what did your buyer feel at that stage? Do you know precisely why they felt the way they did? If you can not tell me for certainty, the real reason they finally made the decision to purchase, then maybe this article could help you close significantly more sales.
Sellers generally sell Forwards
Unfortunately most sales people focus on the contract signature or the close date. This is normally due to pressure from their bosses, Commission plans or indeed outside investors.
Sales people and business owners need to make quota. And in many cases their entire focus is on the close, the contract signature.
So they are selling forward to the contract signature. Most sales methodologies also seem to focus entirely on the close. This is how most compensation plans, where sales people get a percentage of the sale have their focus.
Have you ever watched a high board diver? They go through a series of complex manoeuvres and manage to finish entering the water without a ripple. ...
... The perfect outcome to a great dive!
Having spoken to a high diver, I asked them what they focused on during the dive, was it the finish?
The way a good salesperson would focuses on the process of a sale the diver focuses on the individual stages of the dive. Each movement must be carefully choreographed and accurately undertaken. It is the combination of all properly executed actions that leads to the perfect finish.
If the Diver was to focus solely on the outcome, he might miss one of the crucial link points in the whole process, and thus blow the finish. The exact same is true in the sales process.
It is essential for the sales person to focus on all of the stages in the sale as they relate to the purchaser's buying process. By concentrating on the end-point of the contract signature, they could miss one of the steps and more importantly their focus will have been considerably different to the buyer's intent.
Buyers generally buy backwards
The buyer on the other hand is thinking about taking ownership. The contract is just one of many steps that they must undertake before they actually obtain that which they are hoping to purchase.
As opposed to the sales process the buying process would have the following key steps
The buyer becomes aware of a need, want or pain
They look for ways to meet their criteria
They identify a number of possible solutions
They evaluate each of the identified solutions based on criteria such as:
o Fit for purpose
o Value over a period of time
o Cost
o Quality
o Previous experience, either their own or another owner
o Relationship to the seller
They create, normally with the seller, a plan for ownership and eventual use
They agree to make the purchase
They implement the plan, including any other actions, in addition to the specific purchase that need to be completed
They make use of their purchase
While these are very generic steps, I am sure that you can see how they could be applied to nearly all purchases.
Does your sales process take into account what the buyer wants?
Add Comment
Marketing Articles
1. How To Start A Podcast? A Complete Step-by-step Guide For 2025Author: Mohammad Basil
2. O Impacto Da Gestão Da Reputação No Crescimento Dos Negócios No Brasil
Author: Adler Conway
3. Best Digital Marketing Services For Lawyers
Author: Hobo e Services
4. Web Development Company In Sydney
Author: Technothinksup Solutions
5. Why Live Video Shopping Is The Next Big Thing In E-commerce
Author: Brandrisic Media
6. Why Youtube Widgets Are The Future Of Website Video Integration
Author: richard
7. Industrial Protective Footwear Market Growth Factors And Competitive Landscape
Author: mmr123
8. Landing Pages That Converts Secrets To Building High Performance
Author: Socnity Media
9. Best Seo Strategies For Page #1 Rankings In 2025
Author: Brandrisic Media
10. Por Que Toda Startup Precisa De Relações Públicas Profissionais Para Ter Sucesso
Author: Adler Conway
11. Lessons To Learn From The Strategies Of The Best Online Marketing Companies
Author: Gunjan
12. How A Social Media Ads Agency Can Boost Your Business Growth
Author: Tempt Agency
13. Building A Brand From Scratch The Ultimate Digital Marketing Playbook
Author: Socnity Media
14. Top-rated Digital Marketing Agency Serving California
Author: Technothinksup Solutions
15. Location-based Marketing: Revolutionizing Digital Strategies
Author: Infinity Web Solutions