Monday, April 29, 2019

"How Customers Buy . . . & Why They Don't," by Martyn R. Lewis - A Revolutionary Approach To Sales By Decoding The Buying Journey

In writing "How Customers Buy . . . & Why They Don't," author Martyn R. Lewis brings several decades of experience to the table. His broad experience ranges from running sales and marketing teams to consulting with companies to teach their sales and marketing teams a better approach to revenue generation. This is simply the best book I have read in several years on sales, precisely because it turns the concept of "sales" on its head, and approaches the topic through the mind of the buyer.

Writing for an audience of sales and marketing professionals, Lewis makes it clear that the major fallacy that limits the effectiveness of many sales teams is the mistaken belief that "if you clearly demonstrate the value proposition and ROI of a product or service, the reasonable person will make a purchasing decision." Nothing could be further from the truth. Chapter by chapter, the author decodes what he calls the DNA of the Buying Journey. He spends the first half of the book building a case for understanding what is happening on the buying side of a purchasing journey. He strongly advises his readers to resist the temptation to jump ahead and think about how to apply the emerging principals until a full understanding of the Buying Journey has been reached. He then spends the second half of the book describing what he calls Outside-In Marketing and Outside-In Selling.

The main segments in a typical buying journey involve Triggers, Sequential Steps, Key Players, Buying Style, Value Drivers, and Buying Concerns. Using effective case studies and clear logic, he demonstrates that most sales efforts are directed at the early stages of the Buying Journey. And at a point when the potential customer really needs help in overcoming internal push-back and addressing Buying Concerns, the typical sales team is absent.

Mr. Lewis has constructed a very helpful and simple 4Q model of four distinct Buying Styles based on the dual dynamics of Choice vs. Value and Solution vs. Product. The four styles are:

  • Search & Choose
  • Trusted Advisor
  • Sort & Select
  • Starbucks. 

He makes it clear that each Buying Style dictates a different approach to engaging with the customer's Buying Journey.

This book is so effective that I am sending copies to clients whom I feel will benefit from these insights. You may wish to buy several copies to distribute to members of your Sales and Marketing teams.


1 comment:

dewisari said...

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