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foreign hey this is Victor Antonio with another episode of Victor's inbox today we're going to look at my inbox again and again thank you for your emails always appreciated if I didn't respond to your email please resend it I don't do it on purpose I always try to respond to all your emails so thank you so here's a question that I get a lot and I think it's starting to come up a lot because of what's changing in the market or how people are changing the market in terms of buying Behavior Victor is a sales process still valid in today's market great question the answer is yes the sales process is still valid I think what you're really trying to ask me I think is that should we now consider the other side of the coin which is the buying process which is how customers buy and the answer is definitely yes we have to start considering how buyers buy see no longer is it just about how we approach a customer with our sales process the question now is where is the customer in terms of their buying mindset in other words are they ready to buy are they complacent totally happy or are they concerned the other end of the spectrum well they're looking to buy see understanding where the customer is at today helps us kind of Orient our sales process so they're really intertwined so the real question is should we now start considering the buying process as part of the sales process and the answer is yes so again look at your customer base today and ask yourself how do they buy you know what's their buying process let me kick start you for example some customers are happy until some something happened something goes wrong that's called a trigger event now that trigger event caused them to say you know we need to get something better right then they move into the research phase research phase can take different forms right one uh study showed that most consumers will consult about 10 different sources of information before moving forward with a decision so they've researched the information maybe gotten some referrals asked some friends or colleagues and then finally they contact us as salespeople that's how they're buying today so if we can kind of take time during our sales process maybe during the preliminary questions during the introductory meeting to ask questions where are you at what are you thinking about tell me what's happened up to this point that's brought you to the table now we're actually integrating the buying process see what I'm saying so again is the buying process important as part of the sales process the answer is absolutely yes please consider that next time you're in front of the customer this is Victor Antonio with another look at my inbox reminding you selling it hard when you know how take care thank you