Customer buy tell

 Customer buy tell

Also, when customers start asking you much more detailed questions, they are turning a corner in the decision-making process.

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Some examples are:

  • How would we implement that?
  • When would you expect delivery?
  • What are the payment terms going to be? 
  • Who's going to do this now? 
  • How would we work this and that together? 

These questions indicate a mental choice to begin grappling with the unknowns in a new environment. So, they have recognized that they've jumped into the buying zone, but other people in the organization have yet to, and they need to sell it internally. 


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