Buyer's Journey

Want to understand your buyer's journey?

Think about a big purchase you've made in the past 5 years.

Could be a house, a car, a holiday.

Spend 10 minutes and write down: -

1 - What you did specifically.

2 - Your buying criteria.

3 - What your process looked like.

4 - Why you wanted to buy in the first place

5 - Where you needed help.

6 - Did you know exactly what you wanted?

7 - Who else was involved? What was their criteria?

8 - How did you conduct your research?

9 - How did the salesperson help you?

10 - Was there anything a salesperson did that put you off?

11 - What made you fully commit to the company you went with?

Whilst we're all unique, this exercise should shed some light into what actually goes on in your prospect's head throughout their journey.

Salespeople are often told to have empathy and to walk a mile in their prospect's shoes.

This exercise is one of the quickest ways of doing just that.

•