Understanding the purchase process

Enhancing sales performance:
When it comes to improving sales performance, working harder will often produce a result, but most of our clients would like to see the impact of working smarter. Are they focusing on the right prospects? Is their value proposition compelling? Are they doing the right things to attract customers at various steps along the way? In the end, are they attracting customers for the right reasons? Companies look to Epley for a clearer and deeper understanding of the customer’s view of the purchase, and through this, fresh insights into more effective ways to manage the process.

The Epley difference:
Using the Epley Buying Process Model, highly trained interviewers engage recent sales wins or losses in dialogue about their purchase decision, “walking through” the entire process:

• Coming into the process—what sparked their interest in buying? What were their initial needs?
• The steps in the process—what did they go through in making a decision? What were the “behind-the-scenes” influences on their choice?
• The competitive environment—who were the competitors and how did they perform relative to your company?
• The final decision—what did the customer finally decide to buy, and why?
• Win-back potential—would they consider purchasing from you in the future?

Individual profiles or summaries of each interview tell the prospective customer’s story, beginning to end. We perform a case-by-case review of the entire set of interviews and present our insights and recommendations for strengthening your company’s sales process.