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ECT News Community   »   E-Commerce Times Talkback   »   Re: How Social Selling Changed the Buyer's Journey



Re: How Social Selling Changed the Buyer's Journey
Posted by dannysentme on 2020-02-28 08:04:50
In reply to Sudhir Kumar
In this digital age, I do wonder how much of the upper hand the consumer actually has? Yes, they have data at their fingertips to help self propel their buying journey and in many cases, they've researched the products and services so much that they often know more about the product specs than the professional sales reps they eventually engage with.

According to The Challenger Sale, consumers are close to 60% through their buying journey when they make contact with a business that offers the products and services they've been researching. Therefore it is important not to simply roll over when a potential customer reaches out to a professional sales rep and says they're ready to buy. If the rep does roll over, they only have about a 25% chance of closing the sale, according to Corporate Visions.

So what can be done? As the consumer takes themselves through the marketing/sales funnel during their buying journey and comes out the bottom of the funnel ready to take action, this is when businesses and their teams on the receiving end must be prepared.

How?

They must be prepared with a defined sales process to then take the prospective customer through when they engage. One process to consider is that of AIDINC by Integrity Solutions.




 * Topic  Author  Date
Re: How Social Selling Changed the Buyer's Journey  Sudhir Kumar  2020-02-28 07:49:45
Re: How Social Selling Changed the Buyer's Journey  digitalteacher  2020-03-04 05:39:29
Re: How Social Selling Changed the Buyer's Journey  dannysentme  2020-02-28 08:04:50
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