Buying process map Template

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Buying process map Template

  1. 1. Blog Post Resources:
  2. 2. http://www.salesbenchmarkindex.com/bid/93934/How-to-Spot-Where-Your-Customer-is-on-Their-Buyer-s-Journey http://www.salesbenchmarkindex.com/bid/96936/The-1-Killer-of-2013-Product-Launches-and-how-to-beat-it
  3. 3. uyer-s-Journey
  4. 4. Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Not in the Market Phase Exit Criteria Buyer Process Map Observe Market Trends Key Buyer Actions Track Competative Activity
  5. 5. Questions Buyer Asks Not in the Market
  6. 6. Buyer Process Map Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Key Buyer Actions Event Occurs Disease Awareness Event #1 Event #2 Event #3 Problem #1 Problem #2Problem Surfaces Problem #3 Phase Exit Criteria Consequences of Problem Identified Consider Alternatives for Solving the Problem
  7. 7. Questions Buyer Asks Disease Awareness
  8. 8. Buyer Process Map Collaborative Buying Process Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Phase Exit Criteria Key Buyer Actions Identify & Involve Stakeholders Problem Definition Establish Functional Requirements
  9. 9. Questions Buyer Asks Problem Definition
  10. 10. Buyer Process Map Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Phase Exit Criteria Confirm Functional Requirements Explore Options Narrow Down List of Options Key Buyer Actions Explore Promising Options
  11. 11. Questions Buyer Asks Explore Options
  12. 12. Buyer Process Map Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Evaluation Secure Stakeholder Consensus Conduct Detailed Evaluation of Options Phase Exit Criteria Finalize Business Case Key Buyer Actions
  13. 13. Questions Buyer Asks Evaluation
  14. 14. Buyer Process Map Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Questions Buyer Asks Finalize Recommendation Check References Finalize Contractual & Business Terms Key Buyer Actions Phase Exit Criteria Reconfirm Decision Finalize Internal Request to Purchase
  15. 15. Buyer Process Map Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Questions Buyer Asks Final Approval Submit Final Proposal to Formal Approval Process Key Buyer Actions Phase Exit Criteria
  16. 16. Buyer Process Map Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Questions Buyer Asks Key Buyer Actions Implementation Phase Exit Criteria Validate Decision to Buy Implement Chosen Solution Achieve Expected Benefits

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