Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy

Step 2: Debate. Resolve the differences between what they want versus what you have to sell, and how they buy versus how you sell.

What you need to know is what your potential customers are thinking.

This “five/ten/fifteen” rule holds true no matter what you are selling, the complexity and length of your sales cycle, the types of customers you sell to, or the industry you are in.

The trends they see that will affect their buying behavior in the future

Build a Buying Process Roadmap.

ask, “What questions or concerns did you have, as you were considering our product?”

The only way to know what the questions are, and which answers will satisfy your customer, is to ask your customer.

at the minimum, you will want to have good interviews with five customers in a given category. To be safe, make it ten. If you really want to make sure that you aren’t missing anything, talk to fifteen.

The information gathered in the initial interviews will be turned into two reports: a Conversation Report and a Summary/Recommendations Report.