This program teaches managers and salespeople the five buying state’s; awareness, concern, assessment, action and re-action. As well as teaches them how to indentify the state of their buyer, and maneuver them through the states to closure.
Awareness – while not concerned about current state, customer certainly knows there are options.
Concern – customer begins to feel that their current state may be detrimental to ongoing success.
Assessment – customers assess both vendor options and the current costs of not making a change.
Action - a decision has been made to change their current state.
Re-action – the decision to change is analyzed again, both on vendor results and internal benefit.