Anyone “trying” to sell me never gets the sale.

It’s not hard to sell to me if you know I love to buy.

But anyone “trying” to sell me never gets the sale.

Here’s why.

Every buyer has something called a preferred buyer journey. It’s a journey that begins with buyer awareness and ends with the right buyer timing to complete the sale.

Whether it’s a b2c or b2b sale, buyers all follow a similar path. Sellers who understand the buyer journey will be extremely successful in their RevOps strategy.

Here are the typical 7 stages of the buyer journey.

#1 - awareness: When and how I became aware of the product/service

#2 - understanding: I understand what the product or service does

#3 - interest: It solves a problem, want or desire

#4 - respect: I begin to respect the brand

#5 - trust: My respect turns into trust

#6 - budget: It fits my budget or ability to afford it

#7 - timing: I’m ready to buy

For me. The price tag will determine the velocity of how fast I move from awareness to purchase.

Like right now I’m shopping for a new camera for my virtual calls. My budget is under $500. I’ll do a little research and then buy in a week's time.

For things under $100, a day or two.

For bigger purchases, I really take my time, I'm in no rush. I’m looking to acquire a commercial space for a studio. No rush.

But at any level of purchase, I enjoy the buying process.

I enjoy seeing product ads on facebook. I see cool tech stuff that facebook knows I’d like.

On LinkedIn, I like reading people’s content about them, and their product/service. I pretty much ignore the ads.

I hate getting sales pitches through messenger. I hate getting requests to meet that are really only sales pitches. Big turnoff.

But I love meeting new people on LinkedIn and their personal messages on messenger.

When you’ve researched the audience you want to reach, understanding their preferred buyer journey is magical.

Some of my favorite car sales reps knew to call me when a cool car came in, they’d say something like “Hey Duran, this really great blah blah came in, let me know if you want to take it home for the weekend.”

80% of the time, I make the purchase. They knew that. They weren’t selling me, they just allowed me to buy my way.

Every fisherman gets this. Perhaps it’s why Jesus told His future disciples He would make them fishers of men.

This is a huge part of mastering RevOps.

-Gerald