It’s a common acceptance that 60% of the sales cycle is over before a buyer talks to a sales person.

In this episode, I explore the evidence that supports this belief, share what each of the steps in the Buyers Journey looks like and why salespeople need to know. 

I also unpack the 6 destinations that Buyers can find themselves in on a 1st time discovery call with an uneducated seller:

The Corridor of Uncertainty
The Equality Gap
The Path of Most Resistance
The Valley of Plenty
The Trip to the Promised Land
The Next Step  

Grab a pen, this one’s worth taking notes about!  

Connect with Matt:
LinkedIn: https://www.linkedin.com/in/matt-sykes/
Website: http: https://www.salescadence.co.uk/  

Are you a Sales Professional who wants to benchmark your sales skills? Take The Salescadence Sales Audit and find out.

Are you a B2B SME looking for clarity around your total sales process? Learn about the Calibrate Sales Audit here.

Keen to expand your sales knowledge and upgrade your sales skills, get a copy of my books: ‘CONVERTED – How to Help More People Buy What You Sell’ outlines the ten logical steps you need to master in order to convert more leads into sales.
‘SALES GLUE – The Vital Ingredient That Makes Sales Success Stick’ links the world of Performance Psychology to Selling. It is the No. 1 self-help book for ambitious sales professionals.

Want to talk about improving your sales results? You can book a complimentary 15minute call here