In this ebook we discuss:
• What Is The Buyer Journey?
• Awareness Stage
• Consideration Phase
• Decision Phase
• The Relationship between the Buyer Journey and Selling
• How To Leverage The Buyer Journey To Increase Your AUM
In 2012, the Corporate Executive Board performed a study to determine just how digital media affected buyer behaviour. As it turns out, 60% of the sales cycle is completed before a buyer makes first contact with a sales person. What’s happening in that 60%?
Any good buying decision must first start with research. The proliferation of digital media has made content so readily accessible, that it’s now possible to do most of your due diligence online without the need to speak to someone to make a buying decision. So why should you care as an Advisor?