Waiting for the decision to be made? Keep checking your email, because while you wait for an answer, an entire decision-making process is unfolding behind the scenes. The salespeople who understand what's really happening and have a plan to remain a part of that process are the ones who consistently win more business.

In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, walks through the seven stages of the buyer's decision-making process. Rather than viewing buying as a straight line from need to purchase, Bryan explains why every buying decision is actually a cycle that moves through Trigger, Desire, Back Burner, Renewal, Reality, Decision, and Cold Feet.

The sellers who continue to provide value, remain visible, and reconnect at the right moments are the ones most likely to win the business, whether it's the first opportunity or the next time the buying cycle begins.

Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida

Key Takeaways:

— Buying decisions happen in never ending circles. They aren’t linear, with a beginning and an end.

— While you’re waiting on a decision, life is happening to your buyer.

— Silence rarely means the buyer has stopped deciding.

— The Back Burner is where many sales opportunities are won or lost.

— Your job is to stay present through every stage of the buyer's journey.

— A "no" today doesn't mean the desire has disappeared.

— Great salespeople create opportunities AND they remain part of the decision-making process.

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Helpful Links:

Sandler by the Ruby Group: https://go.sandler.com/therubygroup/

Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/