Understanding the awareness in sales prospects will help you close more deals in less time. Shortening the sales process by starting with the potential buyer at the right phase or stage. In this video you will learn the exact 5 Stages Your Sales Prospects could be in when it comes to the relationship you have with them, and knowledge they have of you and your product. Dial in your sales awareness so you can save time when selling by meeting your sales prospects right where they are already.
5 Stages Of Awareness in Sales Prospects or Buyers
George asks Sean at FlowChat: “Sean, I find that some of my prospects have no idea what I am talking about and others that are ready to buy right now. My sales process doesn’t account for this. Can you help?”
5 Stages Of Awareness for Sales Prospects Are:
- Unaware
- Problem aware
- Solution aware
- Product aware
- Most aware
Great Book Recommendation for storytelling… The Hero’s Two Journeys: Storytelling Secrets Of All Kinds by Michael Hauge
Understanding Each Stage Of Potential Buyer Awareness
The deeper in the awareness stage your prospect is, the less you will need to tell stories to help them relate to and resonate with where they are at and how your product or service can help them. Find products or people that are solution aware, product aware and most likely a fit.
Product aware people may already have a competitor product. So showing them what makes yours unique and different, and the right product fit for them makes sense. Someone that is fully unaware is going to need to hear some stories that can help them relate and see themselves needing the product. This is when they can shift from unaware to problem aware.
Solving Prospect Concerns With Solutions That Meet Their Awareness Needs
If you can solve the problem they recognize they face, similar to the person in example or story you shared with them they can begin to get tuned in to being solution aware. Working together with you to see the solution you have for them that solves the problem.
Solution awareness, Product awareness and Fully Aware prospect stages are where sales can be made. They are closer to the end of the buying journey and they can be more receptive to your sales presentation without having to explain as much as you would with the first 2 levels of prospects in buyer awareness categories Unaware or Problem aware.
Like what you learned here so far?
Check out even more amazing Sales Training here on the FlowChat blog:
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