Stages of Customer Engagement from Michele Martin on Vimeo.
The second building block in consultative selling is to understand the Stages of Customer Engagement.
Consultative selling is all about relationships and each customer goes through predictable stages in terms of how they connect with us. For us to be effective at consultative selling, we need to develop our understanding of these phases and think more strategically about how we can better help customers move more smoothly through each phase.
Workshop Handouts
Additional Resource
- Marketing Hourglass as Business Strategy--illustrates some key content that should be included for each phase of engagement.