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What questions do you ask to understand all the steps in your customer's buying process?
From a great book by Kevin Davis - Slow Down, Sell Faster! : It behooves us as sellers to know our client's buying process well and align with it. What are the key questions you ask to ascertain this information while at the same time, helping your client discover the depths of their need?
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As you may know, I write/teach buyers how to recognize and manage their buying decision issues. But where Kevin focuses on the solution placement end of the buying process, Buying Facilitation(r) focuses on the behind-the-scenes, private, political, internal issues that buyers address to line up the right folks for the Buying Decision Team, and get buy-in necessary to make a purchase.
I use questions not to access the information, but to actually lead buyers to discovery. I absolutely need to know more when it's closer to the buying decision time. But when the buyers are still finding all those who will touch a solution, or when they are having in-fights, or old vendor issues come up, etc. etc. (that quirky human stuff), not only is it irrelevant for me to know their buying process, but they don't know it.
I wrote a book on this whole topic - Dirty Little Secrets: why buyers can't buy and sellers can't sell and what you can do about it - if you want to learn more.
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