The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Sellers can guide prospective customers through the purchasing journey by holding prescriptive conversations with buyers.  Tom Pisello launched into the topic of prescriptives because he was a product manager who was launching products in the marketplace, with a sales force that had never engaged these particular customers. In an attempt to help buyers make decisions, he created prescriptive tools that would help customers analyze their existing situation and compare it to the new product. Buyer frustration The B2B purchase decision is more challenging than ever for buyers because there are six to 10 decision makers in every decision. Buyers spend incredible amounts of time on their own gathering, processing, and deconflicting information. And 94 percent of buyers have participated in a buying cycle that just evaporated. Buyers are frustrated. About 84 percent report that the buyers' journey is taking longer than they expected. There's a big opportunity for sellers as well as a challenge for them to overcome: