Sales to a customer, only on the customer's purchase decision cycle — needs cognitive, assessment options, eliminate fears, decide to purchase, implement, and over time change the in-depth analysis in order to make sales to reach comprehensive breakthrough. With complex, large-scale procurement process of development, the buyer decision levels increase, decision-making time, facilitate the decision-making risk increase, so as long as half a century of traditional sales model, because it was too stressed to the seller-centric behavior skills but lack of customer understanding, does not guarantee sales success. The subsequent consultative sales created world sales in the history of the revolutionary transformation. Consultative sales to the customer's purchase of psychological and behavioral changes, through understanding, guiding customers to the intended purchase of direction. Customers purchase decision cycle concepts resulting health, including demand selection of cognitive — assessment — eliminating concerns — decision to purchase — do-over time of six different stages. Key account sales strategy design and interpretation, which is to help the professional sales people and business decision makers to look at the client, the clearing customer decision-making process, the development of the sales cycle can be different points of successful strategies, resulting in a long and complex sales cycle to seize the opportunity. From the perspective of developing effective strategies for buyers of sales you first need to understand the customer how to purchase and why you want to buy. Too many sellers (and sales expert) mainly in the sales process and not the purchase process. If you want to pass the maze of hurdles, including policy makers, consumers, stakeholders, the Commission, the purchasing agent and Assessment Panel, and a clear understanding of buyer psychology is very important. You must be from the customer's eyes to see each other in the buying cycle by which one stage. From the buyer's perspective and developed sales strategies, it will be each seller "escape" key account sales best navigate the maze. There is such a classic marketing case study: early fax device is called remote copiers, Xerox Corporation is the pioneer in this field. Because it is too expensive-each-$ 30,000 in 25,000 and uses between seems and inexpensive Telegraph equipment comparable, so come early sales. Xerox sales team on customers emphasize is on product features: transfer, return capabilities, remote automation and so on.
Later, a leading advisory body has revolutionized the Xerox's sales. They helped Xerox established a new sales models: fax technology can solve the problem as a starting point to consider their products. One of the conclusions is a remote copier solution a typing Telegraph does not resolve the problem: it can transfer a picture or a chart, and not just text. Then, the Advisory Group in collaboration with the Xerox positioning needs to address the issue of image transfer. After a period of preparation, this group is a list of a list, including the security sector, universities, hospitals and oil companies. This tells us a reason to product can solve the problem as a starting point to consider how to meet customer demand, is the fundamental sales. Especially in the large customer sales, customer-centric sales ideas should permeate the customer purchase decision-making process from start to finish. Customer contact strategy in interpreting the customer's purchase decision making process of the decision-making cycle of six stages, we need to find ways of entering the buyer threshold, that is, the customer contact strategy. Otherwise, subsequent to the customer buying process of cognition and affect it will be impossible. Each potential customers on the sales side, there may be three different contact points. Selling party to be in these three different focus, find collaborators, the chances of success are greatly increased. This is the focus of three exposure: a, accepted by the buyer the most willing to receive, listen and provide information of the person or Department. Second, dissatisfaction by the buyer in the most possible on existing vendor dissatisfaction users or departments.
III. power: the buyer has the decision-making power in most, but not close to the person or Department. Since each focus figures or departments have different priorities, feelings, intentions and ideas, the decision-making cycle and at which stage of the cycle varies. Experienced sales consultants understand this point, the sales policies vary from person to person, thus making access to each focus figures or sector can be help sales of collaborators, jointly agreed to a deal. A clear customer entry policy path at this stage is extremely critical.
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