2. 4 Stages of Decision Making
Awareness – Consideration – Evaluation -
Negotiation
4 Components of Change
Change – Pain – Vision – Easy First Steps
4 Stages of a Sales Process
Lead – Market Qualified Lead – Sales
Qualified Lead – Customer
I started to see a pattern.
3. Awareness
Learning their PAIN
The context is Discovery
“Getting to Know You Phase”
Step I – A Lead Comes In
4. What will they do that will indicate
they are moving forward?
What do you need to know about
them going into the next step?
What value added information can
you offer that will guide them to the
next step?
Step I – A Lead Comes In
5. Consideration
Bridging your solution as a triumph over
their pain
The context is building confidence
“Getting comfortable Phase”
Step II – Marketing
Qualified Lead (MQL)
6. Step II – Marketing
Qualified Lead (MQL)
What will they do that will indicate
they are moving forward?
What do you need to know about
them going into the next step?
What value added information can
you offer that will guide them to the
next step?
7. Evaluation
Easy first steps
The context is Being Prepared
“The Trusted Advisor Phase”
Step III – Sales Qualified
Lead (SQL)
8. Step III – Sales Qualified
Lead (SQL)
What will they do that will indicate
they are moving forward?
What do you need to know about
them going into the next step?
What value added information can
you offer that will guide them to the
next step?
9. Negotiation
Removing final barriers
The context is Relationship
“The let’s do this thing phase”
Step IV – Purchase
10. Do you have a structure in
place for repeat purchases?
Are they anticipating future
transactions?
Is there a time frame set to re-visit
their needs?
Step IV – Purchase