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The New Buying Journey Is Dynamic, Not Linear

By Richardson Sales Training | August, 22 2018

The buyer’s path to the sale is full of sharp turns and unexpected off-shoots. Sales professionals need to keep their hands on the wheel.

In Richardson Sales Performance’s latest white paper, Embracing the Turns: The New Buyer Journey, we show why the buyer’s journey is an iterative process and how sales professionals can stay ahead of the curve. We uncover:

How risk, ROI, and consensus all influence the buyers’ decision
How needs, stakeholders, and perceptions all change throughout the journey
Why the combination of information and people causes the customer to refine their thinking
Why the customer’s change in scope and priorities means aligning and realigning stakeholders
The importance of understanding, anticipating, and shaping customer thinking

If you’d like to learn more about the new buying journey and how to equip your sales team to navigate it, please contact us.

About the Author

Richardson is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.

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