Advicelet benefit: Putting yourself into the mind of your corporate buyer can increase your chances of winning a sale – as you start to understand what they are really looking for.

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We’re all buyers – every one of us buys things on a regular basis as a consumer. Procurement teams have differing pressures and criteria for buying, but the process isn’t that different. Sometimes we forget this in business and don’t always put ourselves in the shoes of a buyer when selling or marketing to them.

We’ve talked before in the course about the fact that people can’t be sold to, but they can be helped to buy. Today we look specifically at how people can be helped to buy, by stepping into the mind of a buyer and looking at the process and criteria they make decisions around.

Once again – non-sales people should still pay attention here… how your customers buy affects everyone in your business. Everyone needs to be aware of how these decisions get made.

Let’s start by looking at a typical processe a professional buyer might go through…