Chapter 10
Purchase
This is the phase of the customer’s buying journey that we all want to be a part of! The approach we take during the “Discovery” and “Research” phases of the buying journey is crucial in determining our success in continuing forward with a purchase.
There is an old saying in sales that “To get a customer to purchase, the pain of the change needs to be less than the pain of the same.” The sales game is all about change. Every time we achieve sales success, we have taken a customer through change. The customer has purchased a new or changed item or service. They have committed to implementing an improvement solution with us, or they have purchased a completely new system. Change always brings with it risks and difficulties ...
Get Agile Sales now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
