The steps in an unplanned B2B customer buying process.
Should you know the steps in your typical customer buying process?
Most sellers search out opportunities where the customer knows that they need what is being sold and then seek to compete for the business.
Those who can engage with prospective customers before the customer has recognised an opportunity, have an advantage.
The customer buying process reveals ways to discover opportunities and engage with buyers before they go out to the market.
The following steps describe what typically happens when a sizeable unplanned purchase is considered:
Unplanned Customer Buying Process
- The issue is discussed.
- Recognition that a solution exists, occurs.
- Affected roles are consulted to gain consensus on action.
- Costs are estimated and funding is discussed.
- Requests for information are sent to potential suppliers.
- A buying process is formally Initiated.
- Internal funding proposals are made and approved.
- The evaluation team is appointed.
- Potential suppliers are selected.
- An evaluation plan is agreed upon.
- An RFP or tender document is developed.
- Requests for a proposal are sent to selected suppliers.
- Proposals are assessed by the evaluation team and others.
- A shortlist of potential suppliers is selected.
- Requests for clarification or variations are sent.
- Final responses are reviewed.
- Negotiations may be started with the remaining respondents.
- The winner is selected or confirmed.
- The contract is agreed upon and signed, or a PO is issued.
What are the steps that your customers pass through to buy the things that you sell?
Adapt this list to create your own representation of the way your typical customers buy.
Then validate its accuracy with your colleagues or better still, a friendly customer.
Use the feedback to improve your model.
Free B2B Sales Training Course Index
Tips for Teaching Yourself
Set clear goals: Start by defining specific and achievable learning goals. Clearly articulate what you want to learn or accomplish through self-teaching. This helps you stay focused and motivated throughout the learning process.
Design a structured plan: Create a structured learning plan that outlines the topics or skills you need to cover, along with a timeline for each. Break down the material into manageable chunks and set milestones to track your progress.
Gather learning resources: Identify and gather high-quality learning resources that align with your goals. These can include books, online courses, tutorials, videos, podcasts, or reputable websites. Utilize a mix of resources to get different perspectives and approaches to the subject matter.
Establish a learning routine: Consistency is key to self-teaching. Set aside dedicated time in your schedule for learning, and stick to it. Whether it's a few minutes each day or longer sessions a few times a week, establish a routine that works for you.
Practice active learning: Engage in active learning techniques to enhance comprehension and retention. Take notes, summarize key concepts in your own words, and create flashcards or mind maps. Actively apply what you learn through practical exercises, projects, or real-life scenarios.
Seek out feedback and evaluation: Look for opportunities to receive feedback on your progress and performance. This can be from peers, mentors, or online communities related to the subject you're learning. Feedback helps you identify areas for improvement and refine your understanding.
Stay motivated and disciplined: Self-teaching requires self-discipline and motivation. Find ways to stay inspired, such as connecting with others who share your interests, joining online forums or study groups, or tracking your progress visually. Celebrate milestones and achievements to keep your motivation levels high.
Embrace a growth mindset: Adopt a growth mindset that embraces challenges, setbacks, and mistakes as opportunities for learning and growth. Embrace the process of self-teaching as a journey of continuous improvement and embrace the learning curve.
Reflect and iterate: Regularly reflect on your learning experience. Assess what strategies or resources have been most effective for you and make adjustments as needed. Be open to trying different approaches or seeking additional resources if you encounter difficulties.
Stay curious and never stop learning: Cultivate a lifelong love of learning. Embrace curiosity and seek out new topics or skills to explore. The process of teaching yourself can extend beyond a specific goal and become a lifelong pursuit of personal and professional development.
Have us help you achieve learning momentum. Join our new scheduled one-hour-a-week professional sales career training course.
If you have the discipline of an autodidact, use our free B2B sales training course, indexed here. This page presents 1.1 of section one, about an unplanned customer buying process. If you need more, have any of our B2B sales training courses or any element or any combination of elements delivered for groups or individuals through online sales training sessions or one-to-one coaching. Call +44 (0)1392 851500 or email jimm@salessense.co.uk for details.
