The Seven Stepping Stones<br />On the Path to Making a Purchase<br />
The First Step<br />Every sale, whether complex or simple, starts with a Desire <br />(aka a ‘Need’)<br />
The Seven Stepping Stones<br />A complex sale starts at Desire, and moves to Inquire, then clockwise from stepping stone t...
The Complex Sale<br />
Vendors need to have a presence at each stepping stone on the buyer’s path. <br />As the buyer’s journey progresses, each ...
The Repeat Purchase<br />
Repeat Purchase with variation<br />
Preferred Vendor Purchase<br />
Preferred Vendors/Solutions Purchase<br />
Almost a Complex Purchase<br />
The Complex Sale<br />
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The Seven Stepping Stones

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Using the metaphor of Seven Stepping Stones, this slide deck presents a simple way to illustrate the buying proces, or path to purchase, for different purchase transactions, from simple to complex.

Published in: Business
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The Seven Stepping Stones

  1. 1. The Seven Stepping Stones<br />On the Path to Making a Purchase<br />
  2. 2. The First Step<br />Every sale, whether complex or simple, starts with a Desire <br />(aka a ‘Need’)<br />
  3. 3. The Seven Stepping Stones<br />A complex sale starts at Desire, and moves to Inquire, then clockwise from stepping stone to stepping stone – but buyers may take one or more steps back at any time on the journey to Buy, and may even return to Desire, to start all over again.<br />
  4. 4. The Complex Sale<br />
  5. 5. Vendors need to have a presence at each stepping stone on the buyer’s path. <br />As the buyer’s journey progresses, each stepping stone is a little smaller than the previous one, and there is less room for maneuvering, or competitors. <br />
  6. 6. The Repeat Purchase<br />
  7. 7. Repeat Purchase with variation<br />
  8. 8. Preferred Vendor Purchase<br />
  9. 9. Preferred Vendors/Solutions Purchase<br />
  10. 10. Almost a Complex Purchase<br />
  11. 11. The Complex Sale<br />

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