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# The buyer's journey
::: info
:bulb: Understanding your customer and the journey they go through while purchasing a product is the most important aspect of selling to them effectively
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Before we teach the art and science behind sales, you first need to understand how your future customers buy today.

- When did they realize they had a problem?
- What did they do about it?
- What do they know and want once they reach you?

The process that buyers go through before buying a product is what we refer to as "buyer journey".

This lesson will be an introduction 👇
 
## The buyer's journey
::: info
ℹ️ The buyer's journey is the process buyers go through to become aware of, consider and evaluate, and decide to purchase a new product or service.
:::

**Let's bust a myth: sales is not about picking up the phone, talking to a stranger, and closing a sale there and then.**

That's great for movies, but very far from real-life reality!

In real life, you need to nurture a buyer as they go through the journey of making a decision to purchase.

Why?

- If you try to sell to someone who just found out they have a problem, they will likely not be ready to purchase.
- Similarly, if you start to vaguely educate your potential customer once they're looking to make a purchase, you will likely lose them too!

**You need to tailor your sales activities and approach to your potential customer and the stage in the buying process they're in.**

Every time you're talking to a prospect you should think - what stage in the buyer's journey are they in? Based on that, you should tailor your sales approach accordingly.

You will likely see many complex versions of a buyer's journey, we like the simplified model that divides it into 3 stages:


The video below explains each stage in very simple terms, focused on the activities buyers and sellers go through in each stage.

Enjoy! 🚀

{%youtube R1YfR2LJp70 %}

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