How to Read Your Prospect’s Minds – Sales Training

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It’s easier to help someone achieve what they want vs. influence them to do something you want to do.

That’s why, when you read the mind of your buyers and give them what they want you’re far more likely to get the deal.

So lets take a look at how you can read your buyers minds by better understanding the buying journey that they’re on.

What Is the Buyer’s Journey?

The buyer’s journey is how your buyers go from being unaware of their problem to deciding to purchase your solution.

At Salesaman.com we break down the buyers journey into five stages -

a) No Awareness
No Awareness where the buyer doesn’t even understand they have a problem.

b) Awareness
Awareness where they’ve acknowledged the problem exists and are seeking more information about it.

c) Exploring Solutions
Exploring Solutions where the buyer is trying to find the right product to solve their problem.

d) Comparing Vendors
Comparing Vendors where they are weighing the pros and cons of different solutions.

e) Purchase Decision

And Purchase Decision where, you guessed it… they decide to purchase a particular solution.

Now, as they move through these five stages, they’ll interact with touch points that push them forward to the next stage. Touch points could be content like articles, case studies, and testimonials, but they’ll also be initial conversations with sales reps, demos, and sales calls.


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