{"id":1263,"date":"2019-08-01T12:18:29","date_gmt":"2019-08-01T12:18:29","guid":{"rendered":"https:\/\/www.rainmakers.co\/blog\/?p=1263"},"modified":"2019-07-16T19:32:37","modified_gmt":"2019-07-16T19:32:37","slug":"sales-class-understanding-buyer-psyche-with-zach-barney","status":"publish","type":"post","link":"https:\/\/www.rainmakers.co\/blog\/sales-class-understanding-buyer-psyche-with-zach-barney\/","title":{"rendered":"[Sales Class] Understanding Buyer Psyche with Zach Barney"},"content":{"rendered":"\n
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Zach Barney has valuable insight into the different aspects of a buyer’s psyche, and in this video he explains why understanding the mind frame of a lead can make or break your chances at eventually landing a deal with them.<\/p>\n\n\n\n

If you’re familiar with sales and marketing then you know that a buyer’s journey is the process a client goes through when moving from being just a prospect to being a signed customer.
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An example of a buyer’s journey is: Prospect -> Awareness Stage -> Research Stage -> Consideration Stage -> Decision Stage -> Customer. As a salesperson, you have to be their guide and take them through these stages while overcoming any obstacles that you encounter along the way.
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The problem with the traditional buyer’s journey, Zach explains, is that it misses the analysis of your Total Addressable Market (TAM).
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When you reach out to a company for the first time, you need to pay attention to the \u201csignals,\u201d that speak to their interest in needing your product. The signals can be conversations a colleague had with them, company press releases, public information, etc. These, along with your initial conversation with them, will help you gauge which of the below TAM buckets they fall into.<\/p>\n\n\n\n