Aligning Your Sales Process with Your Customers’ Buying Process

As much as possible, your sales process should be attuned to and in-sync with your customers’ buying process. But there are exceptions.

Buyers have their buying process that they own, explains sales expert Dave Brock in this short video, but it’s often the case that they aren’t familiar with it, or don’t know what step to take next. That’s why it’s incredibly important for salespeople to design their sales processes to align with each step of their buyers’ journey. By being intimately familiar and interlinked with the buying process salespeople can actually create additional value by facilitating and guiding the buyer through it.

That said, buyers also have activities and dependencies on their end that salespeople have little or no involvement in, and really shouldn’t have involvement in. Likewise, the same is true for salespeople. There is typically activity that needs to happen internally within sales departments — qualification, prioritization, etc. — that represents a divergence from sales and buyer alignment.

By determining what each of these processes look like and pinpointing when alignment can be most advantageous, a salesperson can make sure they are there with the buyer with the right information at the right time.