Step 3

Buying process - Recognize Needs
Selling process - Establish the buying vision

This step is critical – as for some sellers it will be their first contact with their client, which means they will have to change and adapt the client’s existing vision.
If we have already been with the client for steps 1 and 2, we can build a buying vision together that matches our products.
The key to step 3 is having a buying vision that the client believes in, and identifying the key decision maker.