Navigating Buyer Decision Process

A buyer's purchase decision depends on a few things -- how well the demo is, whether it showed the value, conveyed a sense of urgency to the prospect, and showcased a problem they did not know. Often, a prospect will not even know the gravity of their problem, or worse, they will not even know they have a problem.

Educate your prospect about their problems

Companies need to communicate their product's head-first value to the end user. It can be in terms of revenue, time, resources, etc. These metrics can help with marketing and sales too.

For example, you can tell the prospect that our product will help you save an 'X' amount of money or a 'Y' amount of hours.

When I pitch PreSkale to any SE leader, I make sure to showcase my product's arithmetic gain to the presentation deck -- saving 2 hours of the PreSales Manager's daily time, reducing 35% time spent on data entry work, and so on.

Conclusion

How well you articulate your product's value proposition to a prospect's pain points and educate them on their unique challenges determines how sales teams can bring efficiency to their prospecting and demos, resulting in more deal wins.