This module describes the journey of the buyer before he makes the decision of buying your product. Understanding customer decision making process is very important to develop a robust sales life cycle and customer winning sales approach.
- Understanding the situation at buyer’s end demanding the need for purchase
- How to creating the need for product triggering the decision-making process
- Understanding the 6 decision making stages of the buyer
- Problem/need recognition
- Information search
- evaluation of alternatives
- comparison-identifying best suited option
- Purchase decision
- Post purchase behaviour
- Understanding the factors influencing his purchase decision