September 24, 2024
As SaaS sales reps, we often feel in the dark about a prospect’s buying process - how decisions get made, who’s involved, the timeline, priorities, and potential roadblocks. But with the right approach, you can crack their buying code and set yourself up for success. As the famous sales proverb goes, “People buy according to their buying process, not your sales process.” Your job is to uncover their process and make sure you optimize your way through it for fast decision-making, keeping the prospect at ease, and always being in control of the deal.
Begin by building rapport and asking broadly about their business priorities. Then get specific: “What challenges are you looking to address by investing in a solution like ours?” Uncover the pain points driving the need for change.
Ask who will be involved in evaluating and approving a purchase. “When you go through a buying process like this, who analyzes the options and signs off on the final decision?”
Get the full list of key players and stakeholders. Remember, people buy according to their buying process, not your sales stages. So understand who needs to buy in and sign off at each point in their journey.
Find out how deeply they’ve researched solutions already. “How much have you explored options for addressing [priority] so far?” Gauge if they’re early-stage or ready to buy. The more knowledge they've gained, the further along in their buying process they are likely to be.
Smart questions are your superpower. With the right approach, you'll gather crucial details on their buying process, priorities, key players, and timeline. You'll start to see the path ahead and how to navigate it. But insights are worthless without the full story - you need to know exactly what to expect at each turn. So keep the conversation going and get ready to gather gold by asking about their last purchase. The story is in the details!
“Can you walk me through your last purchasing experience for a tool similar to ours? What did that process look like and how did the deal unfold?”
This question is gold. You’ll learn their procedures, timeline, must-haves, roadblocks, and more. Take detailed notes on each step and who was involved.
Look for patterns across their stories to determine common priorities, players, and steps. Once you understand their buying DNA, you can position your solution and process to match what they expect and value most. After all, people buy according to their buying process.
Some examples of the valuable insights you may uncover:
Every story reveals a gem that brings you closer to cracking their buying code. Look for the timeline, priorities, roadblocks and buy-in needed at each stage. Then align your process to match their DNA and position yourself as the natural, inevitable choice. Your insider's view gives the power to navigate the path ahead!
Look for comments that signal potential roadblocks, like:
Red flags are warnings, not stop signs. With awareness of potential roadblocks, you have the power to navigate around them. Address issues directly, engage the right parties, provide resources to resolve objections, and ensure you stay aligned with the prospect's journey - wherever it may lead! The path is never smooth, but insight and patience pay off.
With the information gathered, map out the common stages in their purchasing process. It may follow a typical pattern:
Seeing their process in stages helps ensure you're presenting your solution at the right time, with the right level of detail for where they are in the buyer's journey. Meet them where they already are, remembering that people buy according to their buying process.
For example:
Without insight into the complete buying journey, from the beginning priority that started it all to the final sign-off, you risk presenting your solution at the wrong time or with the wrong details. See each stage clearly to navigate it smoothly, build credibility and win the natural next step - whether that's a demo, proposal or deal!
Equipped with your prospect's buying DNA - the full story of their needs, priorities, process, cycle, and more - you hold the power to guide them on the journey most likely to end in your solution. Meet each stage and roadblock as a helpful resource, not an pushy sales rep. Success is guiding them to become another win and long-term partnership!
With a view into your prospect’s buying DNA, priorities, stages, and potential roadblocks, you have everything needed to assemble a tailored action plan:
Your action plan is the roadmap to winning the deal by navigating their buying process with insight and confidence. While the prospect determines the journey, you have the power to direct it by understanding the DNA that shapes their decisions and adapting your strategy to those cues. Meet them where they are and lead them where you both want to go - a win and lasting partnership! Victory is never assured, but your action plan gets you fighting chance!
Understanding your prospect's buying DNA - their unique process, priorities, obstacles, and triggers - is the superpower that lets you guide the journey to a win. Ask smart questions, gather the full story, and look for cues that strengthen your strategy or signal roadblocks ahead. Then build an action plan tailored to navigate their path at every stage.
While the prospect determines if and how they buy, you shape the journey by being the helpful resource they need each step of the way. Meet them where they are - whether identifying needs, comparing options or negotiating terms - and lead them to see you as the natural choice, the partner that understands them best. Success comes from guiding what you can't control.
Victory belongs to those with patience and perspective. Insights prepare you for the long game by revealing what to expect in your prospect's cycle and how to address each challenge. With the right knowledge and plan, you have the power to navigate detours and delays. Keep adapting to the changing needs and priorities that emerge, but never stop adding value and moving the deal forward.
Cracking the buying code gives you a fighting chance to be the one still standing when the prospect is finally ready to buy. While others stumble in the dark, you have the map to navigate the terrain and overcome each obstacle. Use your superpower - the insight into what drives their decisions - to guide the journey to your solution. Meet their buying process and make their priorities your own.
When you understand what a prospect really values, you know how to become what they need. So ask the right questions, learn their every quirk and cue. Their buying DNA holds the secrets to how you win deals together! Keep listening and be their guide. The partnership you forge will transform how you sell - and serve them - for the long run.
As SaaS sales reps, we often feel in the dark about a prospect’s buying process - how decisions get made, who’s involved, the timeline, priorities, and potential roadblocks. But with the right approach, you can crack their buying code and set yourself up for success. As the famous sales proverb goes, “People buy according to their buying process, not your sales process.” Your job is to uncover their process and make sure you optimize your way through it for fast decision-making, keeping the prospect at ease, and always being in control of the deal.
Begin by building rapport and asking broadly about their business priorities. Then get specific: “What challenges are you looking to address by investing in a solution like ours?” Uncover the pain points driving the need for change.
Ask who will be involved in evaluating and approving a purchase. “When you go through a buying process like this, who analyzes the options and signs off on the final decision?”
Get the full list of key players and stakeholders. Remember, people buy according to their buying process, not your sales stages. So understand who needs to buy in and sign off at each point in their journey.
Find out how deeply they’ve researched solutions already. “How much have you explored options for addressing [priority] so far?” Gauge if they’re early-stage or ready to buy. The more knowledge they've gained, the further along in their buying process they are likely to be.
Smart questions are your superpower. With the right approach, you'll gather crucial details on their buying process, priorities, key players, and timeline. You'll start to see the path ahead and how to navigate it. But insights are worthless without the full story - you need to know exactly what to expect at each turn. So keep the conversation going and get ready to gather gold by asking about their last purchase. The story is in the details!
“Can you walk me through your last purchasing experience for a tool similar to ours? What did that process look like and how did the deal unfold?”
This question is gold. You’ll learn their procedures, timeline, must-haves, roadblocks, and more. Take detailed notes on each step and who was involved.
Look for patterns across their stories to determine common priorities, players, and steps. Once you understand their buying DNA, you can position your solution and process to match what they expect and value most. After all, people buy according to their buying process.
Some examples of the valuable insights you may uncover:
Every story reveals a gem that brings you closer to cracking their buying code. Look for the timeline, priorities, roadblocks and buy-in needed at each stage. Then align your process to match their DNA and position yourself as the natural, inevitable choice. Your insider's view gives the power to navigate the path ahead!
Look for comments that signal potential roadblocks, like:
Red flags are warnings, not stop signs. With awareness of potential roadblocks, you have the power to navigate around them. Address issues directly, engage the right parties, provide resources to resolve objections, and ensure you stay aligned with the prospect's journey - wherever it may lead! The path is never smooth, but insight and patience pay off.
With the information gathered, map out the common stages in their purchasing process. It may follow a typical pattern:
Seeing their process in stages helps ensure you're presenting your solution at the right time, with the right level of detail for where they are in the buyer's journey. Meet them where they already are, remembering that people buy according to their buying process.
For example:
Without insight into the complete buying journey, from the beginning priority that started it all to the final sign-off, you risk presenting your solution at the wrong time or with the wrong details. See each stage clearly to navigate it smoothly, build credibility and win the natural next step - whether that's a demo, proposal or deal!
Equipped with your prospect's buying DNA - the full story of their needs, priorities, process, cycle, and more - you hold the power to guide them on the journey most likely to end in your solution. Meet each stage and roadblock as a helpful resource, not an pushy sales rep. Success is guiding them to become another win and long-term partnership!
With a view into your prospect’s buying DNA, priorities, stages, and potential roadblocks, you have everything needed to assemble a tailored action plan:
Your action plan is the roadmap to winning the deal by navigating their buying process with insight and confidence. While the prospect determines the journey, you have the power to direct it by understanding the DNA that shapes their decisions and adapting your strategy to those cues. Meet them where they are and lead them where you both want to go - a win and lasting partnership! Victory is never assured, but your action plan gets you fighting chance!
Understanding your prospect's buying DNA - their unique process, priorities, obstacles, and triggers - is the superpower that lets you guide the journey to a win. Ask smart questions, gather the full story, and look for cues that strengthen your strategy or signal roadblocks ahead. Then build an action plan tailored to navigate their path at every stage.
While the prospect determines if and how they buy, you shape the journey by being the helpful resource they need each step of the way. Meet them where they are - whether identifying needs, comparing options or negotiating terms - and lead them to see you as the natural choice, the partner that understands them best. Success comes from guiding what you can't control.
Victory belongs to those with patience and perspective. Insights prepare you for the long game by revealing what to expect in your prospect's cycle and how to address each challenge. With the right knowledge and plan, you have the power to navigate detours and delays. Keep adapting to the changing needs and priorities that emerge, but never stop adding value and moving the deal forward.
Cracking the buying code gives you a fighting chance to be the one still standing when the prospect is finally ready to buy. While others stumble in the dark, you have the map to navigate the terrain and overcome each obstacle. Use your superpower - the insight into what drives their decisions - to guide the journey to your solution. Meet their buying process and make their priorities your own.
When you understand what a prospect really values, you know how to become what they need. So ask the right questions, learn their every quirk and cue. Their buying DNA holds the secrets to how you win deals together! Keep listening and be their guide. The partnership you forge will transform how you sell - and serve them - for the long run.
