The 8 stages of Customer High-Ticket Buying
Robert Jolles, the former Head Sales Training Instructor for Xerox Corporation Professional Sales Training program, identified the 8 stages that every customer goes-through when purchasing any high-ticket (expensive) product. These eight stages are: Satisfaction, Acknowledgement, Decision, Criteria, Measurement, Investigation, Satisfaction and Reconsideration.
These concepts are not unknown to any good sales person but how to deal with each level effectively and efficiently was how Xerox’s sales training program became the de-facto standard for selling anything professionally in the U.S.A. .
My next few blogs with describe each one of these stages and then I will give an overview of what the salesperson does at each stage to move the customer or client to completing the sales transaction.
