How the buyers qualify the sellers.
The most common perspective is that salespeople qualify leads in the sales process.
Actually, it is a mutual qualification that is going on
The customer journey is an important process for both the buyer and the selling organization. During this process, trust is created between the buyer and the seller, which can be crucial for a successful deal. In this article, we will look at how the buyer qualifies the selling organization based on the trust created during the customer journey.
Understanding the buyer comes from looking at what happens during the customer journey
To understand how the buyer qualifies the selling organization, we must first look at what happens during the customer journey. The customer journey can be divided into several different phases, such as awareness, consideration, decision and ”post-purchase”, i.e. use. During each phase, the buyer faces different challenges and needs, and the selling organization has an important role in meeting these needs.
Customer journey qualification
First impression
First impressions are important in creating trust between the buyer and the selling organization. The buyer will judge the selling organization based on how they interact during the first contact surfaces. A professional and personal tone can create a good first impression and show that the selling organization takes the customer’s needs seriously.
Communication and information
During the consideration phase, the buyer will look at the information provided by the selling organization. It is important that this information is relevant and clear, and that it answers the questions the buyer has. A selling organization that can provide the buyer with reliable and valuable information will increase its trust with the buyer.
Customer service
Customer service is also an important part of the customer journey, and the buyer will judge the selling organization based on how they handle the customer’s questions and concerns. Fast and efficient handling of customer questions can help to increase the confidence of the buyer.
Social proof
Social proof, such as customer reviews and references, can also play a big role in building trust between the buyer and the selling organization. The buyer will look at what other customers have said about the selling organization and how they have experienced their products or services.
In summary, it is important that the selling organization is aware that trust is created throughout the customer journey.
By showing professionalism, providing relevant information, offering good customer service and using social proof, the selling organization can increase its trust with the buyer.
Conclusion: well-founded decisions are made when there is awareness of both the selling and buying perspective.
By qualifying the selling organization based on the trust created during the customer journey, the buyer can make informed decisions about which selling organization is best suited to meet their needs and wants.
