Mohamed Fawaz’s Post

The buyer journey is nothing more than a series of questions/concerns that must be answered.

The buyer journey is nothing more than a series of questions/concerns that must be answered.

The buyer journey is nothing more than a series of questions/concerns that must be answered.

The buyer journey is nothing more than a series of questions that must be answered."

The buyer journey is nothing more than a series of questions that must be answered 😍

A few good reminders & thoughts when considering the timing of buying or waiting. Curious? Questions? Let’s talk: 504-621-7319

Often our natural tendency as sellers is to indulge buyer requests for more information. 💻 Another demo? Sure! ☎ More reference calls? Absolutely! The problem is that overloading our buyers with information can make indecision worse, not better. All that data you’re providing can cause information overload and paralyze the customer so they can’t decide. It can even stop your deal from closing. Instead, use your expertise as the seller to reduce unnecessary exploration and keep the buyer on the straight and narrow. Let them know when information isn’t crucial to a purchase decision, and highlight moments when it is. Let them know what data they need to make an informed choice and own the flow of that information. Learn more about limiting buyer exploration and other JOLT method skills in our latest blog post: https://lnkd.in/gv7qbV9p. #jolteffect #informationoverload #customerindecision

There’s one surefire way, to mobilize a buyer + build credibility in the process: And that’s by uncovering a current or future event trigger that affects the buyer’s: ☉ Business problems ☉ Tactical problems ☉ Root causes ☉ Or current/future impacts By doing so, sellers can: ➞ Expand the buyer’s perception of the problem. ➞ Create new urgency + buyer intent to solve for it. ➞ And build trust & credibility in the process. Learn more about triggers + how to set your buyer into motion here: https://lnkd.in/grihEUYw

All Reps who have tried to unseat a competitor have witnessed this phenomenon...many times. It's often manifested by the Rep getting excited about, and confident in winning a new logo, only to be surprised the buyer stuck with their current vendor. The post deal analysis and win loss feedback will often point to missteps in steps 2 and 3; Sharing Insights and Framing Benefits. Seasoned Reps effectively demonstrate step 1, and jump to steps 4 and 5 leveraging their vast experience and well honed consultative skills. Skipping steps = more surprise losses. Good research.