Six-Step Purchasing Process Explained - #1

The six-step purchasing process consists of the following:

1. Awareness

2. Consideration

3. Shopping

4. Intention

5. Buying

6. Love.

It is good to know the purchasing process along with the sales process, because you will be able to read at what point your customers are and respond most effectively to move them through the process. The problem for most salespeople isn't so much the sales side of the process; their biggest struggle is achieving awareness. Over 80% of the people I help with their marketing and sales process are not getting enough traffic coming to them to fill their sales part of the process adequately.

We can consider that nothing happens until someone buys something. Although some people like to say that nothing happens until somebody sells something, in fact, we don't sell anyone or make them buy. The purchase is their own choice. After all, we are not holding a gun to their heads are we?

The successful selling methods I provide here are as close as you can possibly get to actually point a gun at peoples' heads. The big difference is that the methods are like giving the customer the gun and having him point it at his own head. In short, these techniques make prospects "want" to buy. How do we do this? We become experts in the psychology of human motivation: What causes people to buy? How can we take advantage of human nature?

One careful note with all of this giving the gun to customers and having them hold it to their heads. When they pull the trigger, it doesn't make a mess, because you will be using these techniques ethically. By reading this book, I expect you to make a promise to me that you will use these methods with the utmost integrity. If you just want to make lots of money by forcing people to buy a substandard product or something they don't really want, please put this book down or pass it on to a person who will use it for the good.

Andrew Sundstrom, Named America's Greatest Sales and Marketing Expert is a Sales Training Expert and he has got some great Sales Tips and Marketing Techniques up his sleeves! Download a FREE Chapter of his Bestselling Book, "Ultimate Sales Advantage" from his website http://UltimateSalesAdvantage.com Only Limited Free Copies available.