ABSTRACT
Customers enter the “Research” phase on a buying journey when they are motivated to answer outstanding questions, looking to be reassured emotionally before moving forward with a purchase. If their questions and concerns are inadequately answered, and they are not provided enough motivation to change, people generally forget about the purchase as it declines in priority. For a salesperson, the “Research” phase is about helping to answer questions and concerns promptly for customers in a way that helps build motivation for them to move forward with the buying journey. Customers in today’s market are looking for salespeople to elevate their focus and act more like abundant consultants rather than product salespersons. They seek more of a partner relationship. Their ideal salesperson works in their best interest, helps to overcome obstacles, and makes improvements to help them achieve their goals, year after year.
