THE CUSTOMERS BUYING PROCESS
The customers buying process goes through many stages it is not that one fine day he gets up fells he should buy a product and has it the next moment.
The employees need to understand this process in order to interact better with the customer. The customer buying process is called as the “REED” model
The process is divided into 4 main stages as follows
1. Reorganization: A customer buying a product or a service is actually a result of realization that he/she has a need for the same this realization may be due to various factors general or personal. This is the stage where the customer is ready to listen and search for options. The stage is thus called the Reorganization of need.
2. Evaluation: Once the customer has realized that he wants to buy a product or a service he starts to look at the choices and the options available to him that fit his budget, needs etc. He then evaluates them on the basis of his preferences. This stage is thus called the evaluation stage where the customers evaluates the product or service that suits him.
3. Elimination: The customer in this stage wants to eliminate all his doubt regarding the product or the service he is look at as a considerable option, he would want to clarify doubts regarding quality, performance, credibility, and safety. This stage is called the elimination of doubts stage.
4. Decision: In this stage the sales representative needs to convince the customer no customer wants to like the decision pending too long and therefore after a successful decision the customer buys the product or service.
Selling depends upon the ability to identify the buyers needs. If the need of the buyer and the motivation to buy the product is known by the sales representative selling will be effective.
The customers buying process goes through many stages it is not that one fine day he gets up fells he should buy a product and has it the next moment.
The employees need to understand this process in order to interact better with the customer. The customer buying process is called as the “REED” model
The process is divided into 4 main stages as follows
1. Reorganization: A customer buying a product or a service is actually a result of realization that he/she has a need for the same this realization may be due to various factors general or personal. This is the stage where the customer is ready to listen and search for options. The stage is thus called the Reorganization of need.
2. Evaluation: Once the customer has realized that he wants to buy a product or a service he starts to look at the choices and the options available to him that fit his budget, needs etc. He then evaluates them on the basis of his preferences. This stage is thus called the evaluation stage where the customers evaluates the product or service that suits him.
3. Elimination: The customer in this stage wants to eliminate all his doubt regarding the product or the service he is look at as a considerable option, he would want to clarify doubts regarding quality, performance, credibility, and safety. This stage is called the elimination of doubts stage.
4. Decision: In this stage the sales representative needs to convince the customer no customer wants to like the decision pending too long and therefore after a successful decision the customer buys the product or service.
Selling depends upon the ability to identify the buyers needs. If the need of the buyer and the motivation to buy the product is known by the sales representative selling will be effective.