Apr 17, 2018 Closing More Business – Understanding the Buyer’s Journey – Decision/Purchase.
In the Decision/Purchase phase, you need to have the most interaction with the customer. This is where you brag about your product, discuss the experiences of current customers, offer case studies and demonstrate that your prospective customer is going to have a positive customer experience. In retail, the customer experience will make or break the sale. This is where your customer decides. You are going for the joy of purchase.
If your customer is a company, this is where they check references and get senior management commitment. It is also where they start thinking about implementation. They may even research best practices to use during implementation.
Bryan B Mason
Apollo Consulting Group, Newport, RI