The 4D’s

Here is an easy way to remember the Buyers Journey.

Discover, Diagnose, Design and Deliver.

In B2B selling, the buyer has become far more cautious when buying products and services.  They are looking for solutions that will specifically address their requirements.

In order to satisfy their demands, we need to understand exactly what it is that they need.

Gone are the days of simply “showing up and throwing up”.

Using the magic 4 D’s will sharpen your focus and guide your path to being relevant and professional in your approach.

 

Discover…

Forms part of the Prospecting stage.

It could also include Advertising, Blogging, Social Media, SEO, Web Site, Conference Exhibition, YouTube, and so on.

When in front of the prospect the Discover phase will guide you to uncover specific requirements.  Spending time in this phase will make your selling path that much more relevant and pertinent to the prospect.  When you think you have all the information ask a few more questions to confirm your understanding.

 

Diagnose

Ask relevant questions including what will happen if nothing changes.

 

Design

Together, design a solution to the issues uncovered under Diagnose

 

Deliver

Deliver and maintain contact introducing additional upsell and cross-sell ideas.

 

 

Visit Matrix Marketing’s YouTube channel to understand the dynamics involved in improving these metrics and how it affects your sales results.

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Contact us on (011) 886 0494 or www.matrixmarketing.co.za

Steve Trehair

At the forefront of B2B contact information, Steve has lead the development of unique business tools, used by multinational, JSE Listed and privately owned companies, to uncover sales opportunities and grow revenue. Steve is a specialist in building, training and leading high performance, dynamic sales and marketing teams. He has been tremendously successful at leading several companies from start up to multimillion-rand profit generators.

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