How much time do you spend thinking about the buying process from your client’s perspective? If you’re honest, not much at all.
Most professionals barely spend time thinking about the selling process. They adopt a “show up and throw up” strategy to their new business meetings. And then they wonder why they keep losing deals.
To win deals, you need to understand how the buying process differs from the selling process so you can craft an approach that engages buyers in a meaningful conversation.
In this interview with Mike Moriarity, you’ll learn:
- The critical differences between the buying and selling processes
- The three distinct stages of the buying process (and what you should do at each stage)
- The surprising truth about what makes you a trusted advisor in mind of your clients