BUYING MODEL 3G“The New Millennium” Version

Effective Customer

Service

Effective Customer

Service

Effective LogisticsEffective Logistics

Effective Sales

Effective Sales

Effective DemandCreation

Effective DemandCreation

Effective LeadGeneration

Effective LeadGeneration

Effective MarketingEffective

Marketing

Which One Are You?

• Company B?

OR

• Company A?

Company B

• Strongly believe that their current state is perfect• Never change their sales and marketing processes• Think that they occupy a sizeable market niche, and that’s why they never

spend money on change• Rely solely on their own internal sales and marketing mechanisms and they

are fully content with quality of customers

Company A

• Never happy with their current results• Believe in constant improvement of their internal processes and external

partnerships • Believe in constant improvement of their sales and marketing processes• Spend a lot of time, money and efforts analyzing their market and their

competitors • Use a combination of internal and external initiatives and strategic

partnerships with other market leaders

Buying Cycle

This has not changed

Selling Cycle

Buying Vs Selling

Buying Steps:

• Awareness of Needs• Assessment of Alternatives• Alleviation of Risk• Decision• Achievement of Results

Selling Steps:

• Sales Rep’s Preparation• Develop Suspect List• Make Qualifier Interview• Prospect Identified (or Prospect

Delayed)• System Analysis• Select Proposal• Prepare Pricing• Prepare Proposal• Present Proposal• Resolve Objections• Close (or Customer Postponed)• Sales Follow-up

What’s wrong with this picture?

Buying Vs Selling

Buying Steps:

• Awareness of Needs• Assessment of Alternatives• Alleviation of Risk• Decision• Achievement of Results

Selling Steps:

• Sales Rep’s Preparation• Develop Suspect List• Make Qualifier Interview• Prospect Identified (or Prospect

Delayed)• System Analysis• Select Proposal• Prepare Pricing• Prepare Proposal• Present Proposal• Resolve Objections• Close (or Customer Postponed)• Sales Follow-up

5 Steps

12 Steps

Buying Vs Selling

Buying Steps: Selling Steps:

5 Steps vs 12 Steps

Clearly – there’s a mismatch!

Age of Confusion

Buyers:

• Too many choices• Too many sellers• Who can I trust?• How can I choose?• Where should I go?

Sellers:

• How can I create value?• How can I stand out?• How can I promote my

products/ services• How can I prove that my

stuff is better?

Solution

The Selling Cycle

What if We Match Buying and Selling Cycles?

Do you think you can have a happy Customer as a result?

?

3G Concept3G Concept derives from our free report “Buying Model 3G” that describes how the customers make buying decisions in the new millennium and how you can gain instant and unfair advantage

over your competitors if you understand and implement this concept in your own business.

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