Buying Model 3G

BUYING MODEL 3G “The New Millennium” Version Effective Customer Service Effective Logistics Effective Sales Effective Demand Creation Effective Lead Generation Effective Marketing

Which One Are You?
Company B?
OR
Company A?

Company B
Strongly believe that their current state is perfect
Never change their sales and marketing processes
Think that they occupy a sizeable market niche, and that’s why they never spend money on change
Rely solely on their own internal sales and marketing mechanisms and they are fully content with quality of customers

Company A
Never happy with their current results
Believe in constant improvement of their internal processes and external partnerships
Believe in constant improvement of their sales and marketing processes
Spend a lot of time, money and efforts analyzing their market and their competitors
Use a combination of internal and external initiatives and strategic partnerships with other market leaders

Buying Cycle This has not changed

Selling Cycle

Buying Vs Selling
Buying Steps:
Awareness of Needs
Assessment of Alternatives
Alleviation of Risk
Decision
Achievement of Results
Selling Steps:
Sales Rep’s Preparation
Develop Suspect List
Make Qualifier Interview
Prospect Identified (or Prospect Delayed)
System Analysis
Select Proposal
Prepare Pricing
Prepare Proposal
Present Proposal
Resolve Objections
Close (or Customer Postponed)
Sales Follow-up
What’s wrong with this picture?

Buying Vs Selling
Buying Steps:
Awareness of Needs
Assessment of Alternatives
Alleviation of Risk
Decision
Achievement of Results
Selling Steps:
Sales Rep’s Preparation
Develop Suspect List
Make Qualifier Interview
Prospect Identified (or Prospect Delayed)
System Analysis
Select Proposal
Prepare Pricing
Prepare Proposal
Present Proposal
Resolve Objections
Close (or Customer Postponed)
Sales Follow-up
5 Steps 12 Steps

Buying Vs Selling
Buying Steps:
Selling Steps:
5 Steps vs 12 Steps

Clearly – there’s a mismatch!

Age of Confusion
Buyers:
Too many choices
Too many sellers
Who can I trust?
How can I choose?
Where should I go?
Sellers:
How can I create value?
How can I stand out?
How can I promote my products/ services
How can I prove that my stuff is better?

Solution What if We Match Buying and Selling Cycles? The Selling Cycle

Do you think you can have a happy Customer as a result? ?

3G Concept
3G Concept derives from our free report “ Buying Model 3G ” that describes how the customers make buying decisions in the new millennium and how you can gain instant and unfair advantage over your competitors if you understand and implement this concept in your own business.

CLICK HERE FOR YOUR FREE REPORT
Get your UNFAIR ADVANTAGE Now!

Buying Model 3G

by Val Slastnikov on Jun 06, 2010

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