Elite sellers must know Buyers vs Prospects (Sales Process Attached)
A single, master concept to be an elite seller:
Buyers vs Prospects
See, the Buyer's Journey is universal:
The significant majority of your leads live in Unaware and Aware. They are prospects. They have not displayed any intention to buy, and therefore you should not be trying to pitch them anything.Just educate and engage them with insights, nothing more (aka be present).
Somewhere in there, a compelling event spurs the prospect to action like:
- a new regulation
- a global pandemic
- a change in management/staff
- a bad vendor experience/renewal
And so on. Now they move to Interest, and are willing to consider change. They start researching, info gathering, and reading peer reviews.Once their curiosity is peaked, they're in Consideration, and you've now got a buyer instead of a prospect!
You're livelihood as a seller comes from people in the Consideration through Decision stages. These are the people you should be actively selling to.
1️⃣ Embrace the Buyer's Journey
2️⃣ Apply the concept of buyer intent to determine their priority
3️⃣ Qualify by the willingness to change
That will redefine your sales process.