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The
Buyer’s
Journey
Different perspectives

                         2
Association Française des Conférenciers Professionnels
We all deliver….
Keynotes
Keynotes
Stars on stage
8
The Buyers Journey
Executive Programs
Corporate Training
The Buyers Journey
The Buyers Journey
Workshops
Executive coaching
Personal coaching
The Buyers Journey
The Buyers Journey
A typical Buyer
They are doing this
Stuck in the sand
Need clarity and direction
Navigate the bends
Lead them into the unknown
The buyer’s journey

 25
Help them see the big picture
Demonstrate our uniqueness




                             27
The Buyers Journey
Lots of ideas
Chose one idea
Just one exceptional idea
Really interesting!
Really stupid!
Tell me more
… and when we do?
the
Problem
The result
Yes, No Sale
We need a
Buyer Navigation System
Your challenge:
Find 3 Take Aways
the
Solution
1 2 3
      things to
    remember
Get your message out there
1. The Sales Cycle
2. The Buyer’s Decision Process
3. You can double your business
1               1. Prospecting

                  2. Qualifying

                  3. Needs
The Sales Cycle
                  4. Proposing

                  5. Negotiating

                  6. Closing
1. Prospecting
2. Qualifying
The Buyers Journey
The Buyers Journey
3. Needs analysis
4. Proposing
Sharpen your pencil
5. Negotiating
6. Close
Question?


What is the most
 difficult step in
the Sales Cycle ?
Finding new
 Business ?
PROSPECTING ?
PROSPECTING ?
PROSPECTING ?
PROSPECTING ?
PROSPECTING ?
PROSPECTING ?
Prospecting
Prospecting
Prospecting
Prospecting
Prospecting
Prospecting equipment
Patience
Tenacity
Prospect research
More prospect research
Swimming with the sharks
Poor prospecting
Better prospecting
Sorting and selection
Self generated business
Great prospecting
Prospecting =
 Networking
with a purpose
“Eighty percent of success is
               showing up.”
                      Woody Allen
2                 1. Person

                   2. Company


The Buyer’s        3. Product
Decision Process
                   4. Price

                   5. Why Now?
1. Person
2. Company
3. Product
YOU !
4. Price
4. Value
4. Relevant Value
5. Why Now?
Create a sense of…
….urgency




87
Motivated to take action
6. Close
Question?




Is the Sales
Cycle dead?
Small hint
Need to
thinking
‘AND’ = the
   KEY to
SUCCESS
AND thinking
1. Prospecting
                   1. Person
2. Qualifying




                 AND
                   2. Company
3. Needs
                   3. Product
4. Proposing
                   4. Price
5. Negotiating
                   5. Why Now?
6. Closing
3

      How can you double
    your speaking business?
Let’s get real




98
The Buyers Journey
Recommendation Marketing
Self-promotion




101
Cold calling doesn’t work
The Buyers Journey
Use your BAG
The Buyers Journey
Ask Diagnostic Questions
3 - Level Questioning




 1.               1.             1.
      2.               2.             2.

           3.               3.             3.
HOW ? #4
 Bonus
The Buyer Decision Process
Create moments of insight
What they are buying
Sales     Winning Mindset


 Cycle
 Buyer’s
Decision
Process
1. The Sales Cycle
2. The Buyer’s Decision Process
3. You can double your business
Question?




 Can you
  do it ?
The Answer:
Commitment
The Buyer’s
                                    Journey
David R Ednie
President & CEO
SalesChannel Europe SARL
Ph: +33 676 600 925
Email: david@saleschannel-europe.com
Blog: http://saleschannel.blogspot.com
Website: www.saleschannel-europe.com
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Marketing Transformation: Marketing Today becomes Sales Tomorrow
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The Buyers Journey