Think like a buyer to increase your sales success

Understanding your customers’ mindset is crucial for driving sales success.

By thinking like a buyer, business leaders can more effectively cater to their needs, ultimately boosting sales and fostering long-term loyalty. To achieve this, it’s essential to grasp the four key phases of the buyer process: Awareness, Intention, Selection, and Taking Action.  

So, what do we mean by each of these four phases? 

1. Awareness Phase

This is the initial stage where potential buyers recognise a need or problem. At this point, they are likely unaware of specific solutions or your business. Your goal here is to capture their attention and inform them about how your product or service can address their needs. This is ideally where sellers should be engaging with their prospects and customers so that they can co-create value with them. 

2. Intention Phase

In the intention phase, potential buyers have committed to solving their problem and are now considering various solutions. They start researching and evaluating different options in more depth, including your competitors. This phase is crucial for positioning your business as a viable choice. 

3. Selection Phase

In the selection phase, buyers whittle down their options and prepare to make a decision, weighing each option against their buying criteria. If you are not in pole position to win, you need a strategy to move the buyer back to the Awareness Phase. 

4. Action Phase

In the fourth phase, the buyer is ready to make a purchase. The focus here is to facilitate a smooth transaction and reinforce their decision, encouraging them to complete the sale and fostering post-purchase satisfaction. 

By understanding these four phases and adopting a buyer-centric approach you will sell more, more often and at higher margins. I talk more about these in my video below.