Customer Buying Process

A customer buying process is a series of steps that a company employs when it is making decisions about and following through with making a purchase.  It always starts with a company deciding to change what they are currently doing or the way they are currently operating, and then follows a number of steps that include product research, demos, , vendor selection, negotiation, etc. It is important to understand that a Customer Buying Process is not the same as a Sales Process.  The Customer Buying Process is the process the Customer is undertaking while the Sales Process is the process the Salesperson is undertaking. For sales success a sales organization should align their sales process with the customer’s buying process.