This course is concerned with the concept of “Selling through the Buyers Eyes”.
One of the key characteristics of High-Performance Salespeople is their ability to “Sell on Purpose”
. This means that every action and activity is done on purpose to a purpose
Selling through the Buyers Eyes requires the salesperson to understand and position with the 5 factors customers use, either consciously or subconsciously, to evaluate any proposal and purposefully
develop strategies to influence each decision factor.
Before entering the final stage of the selling cycle or calling for buying action, it’s vital for both parties to openly acknowledge that the proposal is recognised as the preferred solution.
By standing in the customers’ shoes, and viewing the sales situation through their eyes, we can use these 5 factors to measure progress to becoming the preferred solution. Armed with this knowledge, salespeople will then be able to call for a buying decision with confidence.
Understanding and positioning with the 5 Decision Factors opens the door to premium pricing opportunities and pinpoints the precise percentage opportunity of completing the sales objective.