Customer buying process
Manage the sale around how customers decide and change.
SaleQMS does not reduce buying to seller stages. It connects customer problem recognition, stakeholder alignment, evaluation, commitment, adoption and realised value.
The people behind the process
Start with the person who needs the outcome.
Listen to the intended use, clarify expectations and check what a good result means.
01
Recognise
Problem, opportunity and cost of status quo.
02
Mobilise
Sponsor, stakeholders and change readiness.
03
Define
Outcomes, criteria, constraints and process.
04
Evaluate
Alternatives, proof, risk and feasibility.
05
Decide
Consensus, authority, terms and commitment.
06
Adopt
Implementation, users and time to value.
07
Verify
Outcome, experience and retained value.
08
Expand
Learning, renewal and justified growth.