{"id":4934,"date":"2014-02-21T07:21:23","date_gmt":"2014-02-21T07:21:23","guid":{"rendered":"http:\/\/internal.grazitti.com\/clients\/LeadFabric-Perpetos\/?p=4934"},"modified":"2022-06-23T16:52:45","modified_gmt":"2022-06-23T16:52:45","slug":"improve-your-sales-with-a-better-understanding-of-the-buying-cycle","status":"publish","type":"post","link":"https:\/\/perpetos.com\/en\/sales-performance\/improve-your-sales-with-a-better-understanding-of-the-buying-cycle\/","title":{"rendered":"Improve your sales with a better understanding of the buying cycle"},"content":{"rendered":"\n<p>Scientific research has shown that every buying cycle is a sequence of the same mental processes; almost as certain as a law of nature. Our Buying Clock is an easy way to see the willingness to buy of everyone involved in a potential sale.<\/p>\n\n\n\n<div class=\"cta-box-inline-wrap\"><div class=\"cta-box-inline\"><a href=\"https:\/\/ma.perpetos.com\/ebook-7-criteria-for-a-sales-process\" target=\"_blank\" rel=\"noopener\">eBook <strong>7 Criteria for a Sales Process your Sales Team will actually use<\/strong><\/a><\/div><\/div>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>You can work out where the client is on Buying Clock by asking questions such as:<\/p>\n\n\n\n<ul><li>Are you 100% sure that the current situation has to change?<\/li><li>What will the impact be of the new solution?<\/li><li>Have you calculated the cost and ROI?<\/li><li>What criteria will you use to compare suppliers?<\/li><li>Are you trying to understand the differences and benefits of the various options?<\/li><li>How do you guarantee your future supplier won\u2019t eventually fail on your expectations?<\/li><li>Have you checked whether the new solution won\u2019t bring new problems?<\/li><\/ul>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-media-text alignwide is-stacked-on-mobile\"><figure class=\"wp-block-media-text__media\"><img decoding=\"async\" loading=\"lazy\" width=\"729\" height=\"642\" src=\"https:\/\/perpetos.com\/wp-content\/uploads\/2020\/11\/Buying-Clock.png\" alt=\"Perpetos Buying Clock\" class=\"wp-image-23549 size-full\" srcset=\"https:\/\/perpetos.com\/wp-content\/uploads\/2020\/11\/Buying-Clock.png 729w, https:\/\/perpetos.com\/wp-content\/uploads\/2020\/11\/Buying-Clock-460x405.png 460w, https:\/\/perpetos.com\/wp-content\/uploads\/2020\/11\/Buying-Clock-170x150.png 170w\" sizes=\"(max-width: 729px) 100vw, 729px\" \/><\/figure><div class=\"wp-block-media-text__content\">\n<h2>The buying cycles are far from always synchronized<\/h2>\n\n\n\n<p>You know \u2018what time it is\u2019 in the buying cycle when you\u2019ve got answers from everyone who is influencing the decision. Everyone goes through the same mental processes in a purchase, and it\u2019s very plausible that different people are in different stages.<\/p>\n\n\n\n<p>The speed at which we go through the various stages of the buying cycle depends on various factors: experience of buying similar products or services, understanding the various options\u2019 impacts, the decision\u2019s importance and impact on us and our organization. A buying cycle can last from a few seconds to months or even years depending on these factors. Being able to detect and influence buying readiness and helping to synchronize the buying clocks will not only shorten the buying cycle. It will also improve conversion rates and decrease discounts.<\/p>\n<\/div><\/div>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2>Understanding the buying cycle leads to better results<\/h2>\n\n\n\n<p>Do your sales and marketing teams know what time it is on every client\u2019s Buying Clock<sup>\u00ae<\/sup>? Wouldn\u2019t it be great for your team to discover how ready your client is to buy, so they could approach them in the right way? Then sales would never start talking about product features before the client is ready to even consider buying that type of product. And marketing wouldn\u2019t overload anyone with too much information about all the benefits. Clients will feel better understood, and make a decision faster, when approached with messages that match their buyer readiness.<\/p>\n\n\n\n<p>When everyone in your organization can detect the client\u2019s buying cycle, you can develop shared terminology to align your sales and marketing activities and increase your efficiency and effectiveness. To maximize your organization\u2019s potential, make your client\u2019s readiness to buy the reference point of your sales strategy and process. This can lead to the following impact:<\/p>\n\n\n\n<ul><li>Shared terminology for sharing experiences will improve the whole team\u2019s performance<\/li><li>Precise timing of your actions, resulting in lower cost of sales<\/li><li>Higher conversion<\/li><li>Less margin erosion and discounts<\/li><li>Objective, predictable forecasts<span style=\"text-decoration: underline;\"><\/span><\/li><li><strong>In summary: more sales with higher margins at a lower cost<\/strong><\/li><\/ul>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3>Curious how to prepare your commercial team for the empowered customer?  <\/h3>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div id=\"cta-rescenter\" class=\"rockthemes-unique-grid large-12 columns\"><div><\/div><div class=\"row\"><div class=\"large-12 medium-12 columns\"><div class=\"boxed-layout padding-2x\" style=\"background-color:#ffffff;\"><div class=\"rock-promotion-box\"><div class=\"promotion-box-content\" style=\"color:#333333;\"><h3 style=\"text-align: left\"><a href=\"https:\/\/ma.perpetos.com\/ebook-7-criteria-for-a-sales-process\" target=\"_blank\" rel=\"noopener noreferrer\"><small>PERPETOS RESOURCE CENTER<\/small><br>Download our eBook: &#8220;7 criteria for a Sales Process Your Sales Team will actually use&#8221;<img decoding=\"async\" loading=\"lazy\" class=\"alignnone size-full wp-image-14665\" src=\"https:\/\/perpetos.com\/wp-content\/uploads\/2018\/01\/EBOOK-150px.png\" alt=\"eBook 7 criteria for a Sales Process Your Sales Team will actually use\" style=\"right:40px;\" width=\"150\" height=\"187\"><\/a><\/h3><\/div><div class=\"promotion-box-button\"><div class=\"promotion-box-button-container\"><div class=\"azoom-button-wrapper\" style=\"text-align:center;\"> <a href=\"https:\/\/ma.perpetos.com\/ebook-7-criteria-for-a-sales-process\" target=\"_blank\" style=\"background:#0ba298; color:#FFFFFF; \" class=\"escapea button azoom-transition\" data-button-js-colors=\"true\" rel=\"noopener noreferrer\">Download eBook <i class=\"icomoon icomoon-icon-arrow-right2  animate-icon animate-to-right\"><\/i> <\/a><\/div><\/div><\/div><\/div><\/div><\/div><\/div><\/div>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Meet a powerful tool to help you detect the readiness to buy of your prospective customers. <\/p>\n","protected":false},"author":9,"featured_media":23568,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[10,4],"tags":[61,52,153,154,62,116],"department":[509],"media":[545],"topic":[516,517,512,513,522],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.13 - 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