Buyer's Value Journey: Your Guide to Consumer Decisions with Mark Boundy

<p><strong>Mark Boundy</strong> is an expert in value building, selling, and marketing.</p> <p><span style="font-weight: 400;">In this episode, Mark explains how to present value to your customers in a measurable, concrete, and real way where value is quantified resulting in more profitable deals and paying customers.</span></p> <p> </p> <p><strong>Why you have to check out today's podcast:</strong></p> <ul> <li>Learn how to translate your customers' feature-and-benefit differentiation into a customer-differentiated customer outcome.</li> <li>Understand the buyer's purchasing journey so they know the value they are getting, and you become their only choice</li> <li>Discover the 13 things you need to know about your customer, so you win every time</li> </ul> <p><strong> </strong></p> <p align="center"><strong>"Right now, customers are really struggling with some different issues. And slowing down and understanding your customers' business and how their business is changing gives you an opportunity to really set yourself apart as that trusted advisor, that trusted partner who can help them co-create a solution that maybe your competitors could, but your crappy competitor salespeople don't."</strong></p> <p align="center"> <em>- Mark Boundy</em></p> <p><strong> </strong></p> <p><strong>Topics Covered:</strong></p> <p>02:47 - What is a sales funnel and the misconceptions about it</p> <p>03:57 - The most shortsighted thinking when it comes to sales funnels</p> <p>07:03 - Thoughts on some terms used that are seller-centric</p> <p>08:46 - What the process looks like when humans decide at something</p> <p>10:18 - What happens when customers are only self-informed</p> <p>12:53 - The likelihood when there is no differentiating factor among sellers other than the price</p> <p>14:11 - How to make customers ‘will I’ compelling that you are the only choice for the ‘which one’ decision</p> <p>15:23 - Creating demand for the outcomes that come from the differentiating feature</p> <p>17:10 - Importance of dollarizing outcomes</p>