“The best way to predict the future is to create it.”
As the Student you studied the changes affecting your prospects. This was during the Need stage of the Buy-Learning Process. Then, as the Doctor, also during this Need stage of customer focused selling, you diagnosed “little problems” and uncovered BIG needs.
When the customer recognizes a real need to buy, they have moved from the Need stage to the Learn stage.
Now you are ready to fulfill your role as Architect as the focus shifts to selecting the solutions that best meet your buyers’ needs. The objective now is address the buyer’s fear of making a mistake, and keep your competitors out.
THE ARCHITECT DESIGNS UNIQUE SOLUTIONS AND DEMONSTRATES INCOMPARABLE CAPABILITIES SO THE COMPETITION IS STYMIED.
Sometimes you don’t get involved in the deal until after the Need stage has been completed by one of your competitors, and so you have to play catchup. Other times, if you are the only sales person involved up to and through the Learning stage, you still are not immune from competitive interference because soon your prospect will take time to Compare and consult your competitors. Playing the Architect role is pivotal regardless of your circumstances because it gives you the best opportunity to influence the prospect’s buying criteria.
For more information, please visit our sales training section of our website.