Using the metaphor of Seven Stepping Stones, this slide deck presents a simple way to illustrate the buying proces, or path to purchase, for different purchase transactions, from simple to complex.
2. The First Step Every sale, whether complex or simple, starts with a Desire (aka a ‘Need’)
3. The Seven Stepping Stones A complex sale starts at Desire, and moves to Inquire, then clockwise from stepping stone to stepping stone – but buyers may take one or more steps back at any time on the journey to Buy, and may even return to Desire, to start all over again.
5. Vendors need to have a presence at each stepping stone on the buyer’s path. As the buyer’s journey progresses, each stepping stone is a little smaller than the previous one, and there is less room for maneuvering, or competitors.