Chapter 9
Research
Customers enter the “Research” phase on a buying journey when they are motivated to answer outstanding questions, looking to be reassured emotionally before moving forward with a purchase. If their questions and concerns are inadequately answered, and they are not provided enough motivation to change, people generally forget about the purchase as it declines in priority.
For a salesperson, the “Research” phase is about helping to answer questions and concerns promptly for customers in a way that helps build motivation for them to move forward with the buying journey.
What Answers Are Customers Looking For?
What are customers typically looking for from salespeople? I have conducted many deep-dive customer surveys with ...
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